The B2B landscape has changed dramatically in recent years and meeting sales targets is getting more difficult for those businesses that have not adapted. An understanding of the motivation and behaviour of modern buyers is needed to be able to achieve sustainable sales success. In order to adapt and maximise opportunities, sales and marketing need to work together. The modern marketer needs a new approach to identify and reach buyers, while sales professionals need to adjust how they approach their prospects and try to close deals.
This whitepaper from Beanstalk explores how modern buyers have changed, focusing on the implications and the strategies needed when trying to engage with them, and suggests new ways to win lucrative contracts.
