The Ways And Means Of B2B Buyer Journey Maps: We’re Going Deep at Forrester’s B2B Forum | Forrester

A very, very long time ago, a sales training instructor told me, “It’s the job of the sales person to teach the buyer how to buy.”  And that was essentially true for a very, very long time — until the emergence of the digitally empowered buyer. Today’s business buyers are increasingly self-directed: 60% prefer not […] [from http://ift.tt/2leQDNn]