How buyers' behavior changes will influence B2B marketing

12/19/2011 | CustomerThink

Buyers will be influenced by larger decision-making networks and will become pickier about the content they choose to read, posing challenges for B2B marketers in the coming year, writes Tony Zambito. Buyers still want a purchase to be a "humanized" experience and with as much as 70% of a purchase decision happening before sales intervenes, buyers are interested in tools that let them take a bigger role in the shopping process, he adds.

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