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RV156 - How B2B Buying Behavior Is Evolving | Pulse

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Evolution of B2B Buying Behavior in the Digital Age

The chapter explores the changing landscape of B2B buying behavior, detailing the impact of digital evolution, dark social, and the diverse information sources used by buyers. Insights from surveys with target accounts reveal the discrepancy between traditional marketing strategies and trusted information sources. It discusses the rise of self-service mentality, the importance of buyer enablement, and the role of platforms like LinkedIn in the B2B buying cycle.

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