The New B2B Customer Buying Behavior: How Sales and Marketing Practices Need to Change


The ground is shifting in B2B buying behavior as customer-directed journeys replace the traditional funnel. This is new and promising territory for organizations that embrace data, reallocate budgets, and do the hard work of bringing more collaboration to sales and marketing. Knowing what really makes customers tick may be the cure for the slow growth many suppliers have experienced during the tepid global economic recovery.

Discover how marketers can respond to the major disruptions affecting the decision journey of the B2B customer.

Read the article: McKinsey & Company »