How was it for you?

B2B marketing and sales departments are usually well up to speed with why customers buy their products, but are often less clued-up about how they buy them. So how do sales to new customers happen? By what process does a prospective customer move from a state of knowing nothing about your products or services to […]

Do people still buy from people?

In the digital revolution, fewer transactions happen face-to-face. People can now order everything from groceries to a new BMW on-line. If this hasn’t hit your market yet, it will. However complex the product, however established the channel, however well protected you feel, there is no safety in tradition. An entrant, a technology, an invention as […]