B2B

5 Big Changes in B2B Buying Behavior

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By Ruth P. Stevens

If you’re a B2B marketer — especially a services provider — your environment is about to be upended. Customers are changing, and so are the ways they buy. I’ve been struck recently by five glaring developments in business buying behavior that you need to know about.

And once you know, you must consider how to adapt and, better yet, turn the changes to your advantage. Consider these.

The Arrival of Millennials in Business Buying Positions

These 30-somethings are rapidly migrating from researcher and specifier into decision-making roles.

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Headshot of Ruth P. Stevens

Ruth P. Stevens

Ruth P. Stevens consults on customer acquisition and retention, and teaches marketing at companies and business schools around the world. She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York. Ruth was named one of the 100 Most Influential People in Business Marketing by Crain's BtoB magazine, and one of 20 Women to Watch by the Sales Lead Management Association. She is the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers, and Trade Show and Event Marketing. Ruth serves as a director of Edmund Optics, Inc. She has held senior marketing positions at Time Warner, Ziff-Davis, and IBM and holds an MBA from Columbia University.

Ruth is a guest blogger at Biznology, the digital marketing blog. Email Ruth at ruth@ruthstevens.com, follow her on Twitter at @RuthPStevens, or visit her website, www.ruthstevens.com.

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