Category: B2B

January 31, 2023

It’s an interesting response when I ask buyer personas what vendor content they seek. The initial reaction is a major eye roll followed by a big sigh. It doesn’t matter if the industry is real estate, banking, manufacturing, higher education […]

January 27, 2023

Business-to-business (B2B) sales come with several challenges. To say that the B2B sales process is complex and time-consuming would be an understatement. Unlike business-to-consumer (B2C) sales, the B2B sales cycle involves multiple senior-level decision-makers. The average order value is typically […]

January 12, 2023

Card giant American Express said it has agreed to purchase Nipendo, an Israeli business-to-business payments automation company, but didn’t say how much it will pay for the acquisition. Nipendo, headquartered in Netanya, Israel, “will make B2B payments processes much easier […]

January 9, 2023

There was a season when it appeared that businesses could stop worrying about fuel prices; then, the season passed. As recent headlines have reported, gas prices in the US are once again on the rise. While rising gas prices impact […]

January 9, 2023

Remember the quote of debatable origins that goes something like this (I’m paraphrasing), “I know half of my advertising works. I just don’t know which half.” The conversation around the “dark funnel” is giving B2B marketing a similar identity crisis. […]

November 23, 2022

Human beings have probably been measuring since they were living in caves and their hands, feet and the distance between outstretched arms to assess their world. They knew, even in that distant time, that measurement was critical to managing their […]

November 10, 2022

Brands are cracking the code on what buyers want. ABM, RevOps, intent, AI, PLG, and a whole lot of technology is improving sales productivity and the effectiveness of every marketing dollar. Actually, that’s not true. Instead of codes being cracked, […]

November 9, 2022

B2B sales are notoriously difficult to close. I’m not talking about the buy-monthly SaaS products you can expense on a corporate credit card — but rather “strategic purchases” such as buying an enterprise application requiring deep integration, or investing in […]

October 24, 2022

For years, companies have been able to track their users’ website and app activity across other companies’ apps and websites, using the resulting data for advertising purposes or for sharing with data brokers. Last year, Apple launched a highly anticipated […]

October 21, 2022

As supply chains continue to show signs of stress, procurement software has moved to center stage. The Spend Futures Almanac has released its Future Five list of startups to watch. The list includes: Carbmee an enterprise solution that measures carbon […]

October 14, 2022

The partnership will allow real estate and infrastructure owners to streamline the transition of digital deliverables in a more structured and efficient manner. “We believe digital twins will transform the built environment,” said CEO and Co-Founder of Willow, Joshua Ridley. […]

October 13, 2022

The B2B landscape is as crowded as ever. However, inflation and economic uncertainty are putting extra pressure on B2B marketers who are grappling with tighter budgets and smaller head counts. However, these challenges also present an opportunity to think outside […]

October 11, 2022

The global B2B e-commerce market had a value of $6,883 billion in 2021. By 2030, that value is set to reach $33,317 billion. That’s a CAGR of 19.7% between those nine years. This goes to show how rapidly this market […]

September 23, 2022

The Stacy’s Rise Project has expanded into Canada. Applications opened yesterday and close October 28. Four recipients will receive a $15,000 CA grant and access to a mentorship opportunity with PepsiCo Foods Canada and Frito-Lay leadership. “After a successful U.S. […]

September 21, 2022

Visa isn’t the only company targeting the gigantic B2B payments and remittances markets for growth. In the B2B arena, there are a host of new entrants, such as Ramp, seeking to provide businesses with new digital tools for moving money. […]

September 2, 2022

We are heading into the last long weekend of summer. It’s never easy, but disconnecting from work and finding opportunity to connect with nature and community has never been more important. Labour Day is about the rights of workers to […]

August 29, 2022

B2B sales have gone digital, according to McKinsey. The research firm called B2B digital sales “the next normal,” with more than three-quarters of buyers and sellers saying they prefer digital self-service and remote human engagement over face-to-face interactions. Interestingly, this […]

August 22, 2022

Over the years, shopping in grocery stores has become an ever more isolated experience. What once involved a friendly chat with a cashier is now all shrill self-service checkouts. Next up, checkout free stores that let you walk out with […]

August 15, 2022

There’s a stat doing the rounds that just 5% of B2B buyers are in the market for your products and services at any one time. That’s according to research carried out for the LinkedIn B2B Institute by the clever people […]

July 29, 2022

If you read my columns here, you’ll note I focus a lot on consumer insights and customer experience (CX) approaches. But guess what? CX and CSAT can be just as important for B2B or industrial sales. Here’s why: When Customer […]