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Central to the challenges facing modern B2B organizations is the emergence of what industry experts have christened Buyer 2.0 which, in B2B parlance, actually is a team of individuals tasked with using Internet inspired technologies and tools to conduct research into the products, services, and reputations of the companies in which their own organizations are interested.

The clandestine, self-guided tactics of Buyer 2.0 has many if not most B2B marketing and sales organizations on their heels. How best to identify, engage, and influence buyers they cannot see? Which of their website visitors is most likely to become a customer (e.g. where to invest scarce resources)? What do these buyers most need/want from the B2B and when?

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Demandbase, Inc., Demandbase, Inc.:White Paper, The Value of Visitor Identification, it organization, modern IT, IT resources, it industry
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