Research Says "Bullies" Dictate Most Buying Decisions

The conventional wisdom is that B2B buying decisions are made by buying groups that must reach a consensus. New research says the conventional wisdom may be wrong.A recent study sponsored by DiscoverOrg and conducted by Steve W. Martin provides several interesting insights regarding the attitudes and...

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Surveys Show the Growing Commitment to Sales Enablement

SiriusDecisions recently published the results of its 2017 Sales Enablement Study. The 2017 research was based on a survey of 250 B2B sales enablement professionals representing 45 industries. This study was somewhat skewed toward larger B2B enterprises, with 43% of the survey respondents coming from...

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How to Make Your Content More Credible, and Why That Matters

Credibility is the single most important attribute of great marketing content. Effective content must also be relevant and valuable, but if potential buyers don't see your content as credible, they won't give you credit for relevance or value. Here are two ways to increase the credibility of your content.Several...

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Get the Basics Right to Deliver Great Customer Experiences

Today's customers clearly expect great experiences. But most of their expectations are focused on a few critical interactions. What most customers really want is fast and responsive service that addresses their needs, solves their problems, or makes their lives easier.A recent study by the CMO Council...

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