Buying Cycle Disintermediation Personalization Price 
Industrial Marketing Today
SEPTEMBER 27, 2010
Digital marketing has also changed how industrial and technical buyers behave, search and consume information that they need at different stages of the buy cycle. The first type uses a self-serve model and is typically completed in the very first sales interaction, be it in person or online.
The ROI Guy
DECEMBER 6, 2010
At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets.
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