James Trezona

Typing a product into a search engine is something consumers do, but it doesn't have a place in serious B-to-B selling, right? The assumption is that, instead of search, B-to-B buyers are more informed (directly or via partnerships), more strategic and more considered in their purchasing than consumers who rely on the Internet to find products, services and solutions. In truth, that premise is not just wrong, it's completely upside down.

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