Rick Bradberry

Principal Analyst

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Author Insights

Blog

Self-Service Buying Is A Wake-Up Call For B2B Sales

Rick Bradberry June 3, 2024
Nearly two-thirds of B2B sales leaders told us that digital buying behaviors would have a significant impact on their organization in the next two years. Yet only 37% said digitizing the buyer’s journey is a top priority. It’s time to get serious about self-service.
Blog

Sales Kickoff: Four Things The Best CSOs Do Well

Rick Bradberry December 23, 2022
To set the tone for a successful year, sales leaders should make a point of celebrating past-year wins and equipping their teams to be effective in the months ahead.
Blog

B2B Buyers And Digital Selling (Part 2): Buyer Enablement And Buying Signals

Rick Bradberry September 2, 2022
Sell something to a prospect, and you might earn a valuable commission. Help a prospect buy, and you might earn a valuable customer. This practice — helping prospects buy — is buyer enablement. And it requires a deeper understanding of purchasing preferences and the buying process itself, particularly with self-service. In this area, B2B teams […]
Blog

B2B Buyers And Digital Selling (Part 1): Self-Service, PLG, And Consumption Pricing

Rick Bradberry June 24, 2022
Digital selling insights from buyers and B2B sales executives, covering self-service purchasing, product-led growth (PLG), e-commerce, and consumption-based pricing. Will they converge or remain distinct practices shaping the buying experience?
Blog

Two Seismic Shifts Disrupting B2B Sales And Marketing

Rick Bradberry March 11, 2022
Each year, our planet has thousands of earthquakes. Most of them are small events, but a few powerful ones change the landscape. It’s hard to know if a tremor will turn into a major earthquake. B2B sales trends are like that, too. So let’s talk about two seismic shifts disrupting sales and marketing. Shift Number […]
Blog

Five Areas B2B Sales Leaders Are Prioritizing In 2022: Straight From The Source

Rick Bradberry December 28, 2021
What our clients ask us about is often indicative of emerging trends. Here are some of the top questions we heard over the last quarter, along with the answers.