B2B marketing has the unique challenge of often dealing with long and complex sales cycles. These can be caused by a variety of factors, such as the need for multiple decision makers, the high value of the products or services being sold, and the need for thorough research and consideration before making a purchase.The buyer's journey refers to the… Read More

In this compelling episode on the B2B eCommerce Podcast I shared my thinking about why the Sales Channel no longer exists, as well as other truths concerning modern-day B2B advertising. We go over exactly how the buying trip is now completely fragmented and also the way that area structure can help marketers take back control of the discovery and d… Read More