B2B buyers are still moving through the same three stages—awareness, consideration, decision—but the way they navigate those stages looks nothing like it did just five years ago. Today’s buyers are more independent, more skeptical, and more likely to expect a…

What to give your audience at each stage, without wasting their time or yours If your content isn’t aligned with how buyers actually move through their decision process, it won’t move the needle. Today, B2B buyers are running the show….

If your sales team feels like they’re being ghosted by prospects, it’s not personal; it’s behavioral. Today’s B2B buyers, especially in small and mid-market companies, are acting more like consumers. They want to self-educate, compare options quietly, and only reach…