People do not just pick up the phone and say, ‘We want to buy a printing press,’” observes Eric Frank, whose job is selling printing presses. As senior VP of marketing and product management for ...

We live in a world where people are often overwhelmed by the amount of information available to them, though this is nothing new. Companies have been competing for customers' attention since the dawn ...

One of the recurring themes in this discussion has been the concept of thinking in terms of a buying process not a selling process. Many times when I speak about this topic publicly, there is general ...

Many people are talking about the drastic changes to the consumer purchase journey due to Covid-19, but consumers aren’t the only ones changing the way they approach buying decisions. Transformation ...

Marketers, by now, are well-versed in the customer journey. And for good reason: being aware of the twists and turns a customer takes on the way to a sale is incredibly instructive—not to mention ...