Our latest recommendation for some interesting reading matter:
We all know that the B2B buying process is changing and this McKinsey report can help you to recognise some of those changes happening around you. New decision makers are coming from unfamiliar roles. New tools help with company research. Buyers have access to people online they never would have consulted before. All this and more is leading to sales strategies moving from being funnel-based to journey-based, and it’s affecting your business customers.
Read more from McKinsey.