Meet Your Buyers Where They Are

Meet Your Buyers Where They Are

If you’ve been in B2B for a while, you know how business has always been done. A buyer calls a rep, who issues a quote and takes an order. That’s a sales channel. It used to be THE sales channel. But then the company website came along, first...
B2B Buyers Don’t Search. They Specify.

B2B Buyers Don’t Search. They Specify.

What B2B search must do — and where many vendors fall short B2B buyers don’t browse. They don’t get inspired. They arrive at your site with a part number, a SKU, a contract reference, or a manufacturer code in hand. The whole act of “search” in...