As companies move to build the necessary digital sales channels, they need to make sure they balance technology and process. The pandemic has had a profound impact on the business-to-business (B2B) ...

In the complex world of B2B sales, there is often confusion between the selling journey and the buying journey. Many businesses mistakenly assume that these two processes are naturally aligned, or ...

It’s almost 2022, and that means the debate is over: We know that deals are won and lost based on customer experience. With that level of certainty, the perception gap of customer experience between ...

The Fast Company Executive Board is a private, fee-based network of influential leaders, experts, executives, and entrepreneurs who share their insights with our audience. BY Solomon Thimothy There’s ...

The changing buyer’s journey presents emerging challenges for B2B companies, but with those challenges come new opportunities to connect, convince, and convert. The Fast Company Executive Board is a ...

Once a trend leveraged primarily by B2C organizations, social selling has grown into a tactic that is helping B2B marketers and sales people with their lead prospecting, nurturing and qualification ...

If you peer into most businesses today, you'll likely see leadership doing their best to carefully balance in-person and remote work for their employees. The same drive for balance is happening within ...

eSpeaks’ Corey Noles talks with Rob Israch, President of Tipalti, about what it means to lead with Global-First Finance and how companies can build scalable, compliant operations in an increasingly ...

Even with pressure to close deals in a looming recession, the emphasis should still be on nurturing buyers, and not selling them. B2B companies often have a longer sales cycle due, in part, to the ...

Walking into today’s B2B buying process feels less like a marathon and more like a sprint. According to new LinkedIn data, nearly half of B2B deals now close within just 14 days. That acceleration is ...

The B2B buying journey has historically been both high-touch and highly complex. But the ease and personalization found on consumer-facing ecommerce sites, especially robust marketplaces like Amazon ...

The B2B sales process that exists today will become an expensive, outdated system by 2030. Here’s how you can create an autonomous buyer experience through a high-velocity, rep-free journey. Abandon ...