The B2B selling space is increasingly complex sales process, and changing buyer expectations present new challenges for B2B sales teams. In order to remain competitive and hit revenue goals, it is imperative that sales teams understands the shifting landscape, the factors that influence buyer behavior, and steps they can take to more effectively sell to the 21st-century B2B buyer. Let's start with the five factors that influence the B2B buyer behavior.

1. The Availability of Information
2. Skeptical Prospects
3.  Hyper-Connected, Socially-Influenced Customers
4. Buyer Confidence and Risk Cognizance
5. New Decision-Making Process

 
To see continued success, sales reps must adapt to better serve the needs of the modern buyer by understanding buyer personas, adding value to the conversation, and engaging buyers early on in the purchase process with relevant content. Learn more about these five factors at the Salesforce blog.

The history of the word “entrepreneurship” is fascinating and scholars have indeed parsed its meaning. I will spare you the results, and instead share the definition formulated by Professor Howard Stevenson, i.e. the godfather of entrepreneurship studies at  Harvard Business School. He says, "...Entrepreneurship is the pursuit of opportunity beyond resources controlled..." - Read this on a thought provoking article by Harvard Business Review. For full details check out:  http://blogs.hbr.org/2013/01/what-is-entrepreneurship/

Read this interesting article on Forbes the other day by Peter Drucker, who is considered by many as the father of business consulting and it made me ponder. Peter made a profound observation, " ...because the purpose of business is to create a customer, the business enterprise has two – and only two – basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are costs. Marketing is the distinguishing, unique function of the business...”  
Quite an interesting article. Check it out here: http://www.forbes.com/2006/06/30/jack-trout-on-marketing-cx_jt_0703drucker.html