Marketing and Sales Excellence: A Practical Showcase for Organisations

Stefan Schulz ()
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Stefan Schulz: Brady Europe, Middle-East and Africa

Chapter 26 in B2B Marketing, 2021, pp 599-617 from Springer

Abstract: Abstract Customer centricity is a central element in the business-to-business (B2B) environment. As soon as the customer is looked at more closely, the topic revolves around changing customer behavior and the resulting expectations. Almost always the Figs. 67% and 57% are quoted in this context and that B2B sales can only “go down the drain” if 67% of its customers embark on the digital journey and 57% have already made the purchase decision before they themselves are included (Google and Berger 2015).

Date: 2021
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DOI: 10.1007/978-3-030-54292-4_26

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