Rick Bradberry

Helping buyers complete more tasks on their own may seem counterintuitive to selling, but the resulting hybrid approach works better for both buyer and seller. Read five examples of companies that effectively help prospects complete self-service buying tasks.

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.

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.

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 […]

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?

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 […]

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.