Mastering B2B Customer Acquisition in a Digital World

As B2B buyers expand their use of digital channels, this
offers new opportunities for sales and marketing leaders

As B2B buyers expand their use of digital channels, this offers new opportunities for sales and marketing leaders to engage with prospective buyers with relevant messaging.

Thanks to their expanded access to information across a range of digital channels, B2B customers have become considerably more autonomous in the purchasing cycle. Buyers are conducting more research online, including their use of community forums and other digital outlets to help inform their decision-making.

In this article, we share three vital components to driving improved B2B sales results because today’s sales associates need to operate more like consultants in their customer experience approach.

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