8/5/2013

While business-to-business marketers focus heavily on tracking buyer actions, buyers might hide some actions or present a false face if they feel sales teams aren't being open and honest, Christine Crandell writes. Buyers of all sizes are now using "hedging strategies" such as quietly purchasing a competing product in order to protect themselves from a "locked in" product sales cycle that doesn't match their business cycle.

Full Story:
Forbes

Related Summaries