SEO

Research: Fear Explains Irrational B2B Purchase Behavior

Here’s a common experience for anyone who sells products and services to businesses. A prospect is moving toward becoming a customer, and then inexplicably becomes unresponsive. Why? B2B buying is not a rational process. That straightforward yet profound conclusion makes reading The BuyerSphere Project by Search Engine Land Just Behave columnist Gord Hotchkiss worthwhile.