By Morris Harmor on
8/7/2008 9:23 AM
I read something this week that just "blows my mind": 95% of B2B purchases begin with the purchaser doing a web search and doing his or her own research. This means that the purchaser determines his or her requirements and narrows the field before ever contacting a company or speaking with a sales representative. They do this on their own, without any influence from the company, guidance from a third-party, or pressure to make a quick decision.
Couple this idea with the fact that topic-specific social...
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