Reaching the informed B2B buyer, recap 2 - just how informed is today’s B2B buyer?

Time for part two of my informal-but-hopefully-entertaining reading of reaching the informed B2B buyer. In this edition, I get into an important debate I've had with Gartner's Hank Barnes: just how informed is today's B2B buyer? And: why is reaching B2B buyers so different now? Then we move on to chapter 3, where we examine the challenge of content marketing ROI - while today's B2B buyer "ruins the content party." 'Brandware', email blasts and chasing social virality has minimal impact on today's B2B buyers. So what to do about it? Let's dig in. Note: the full d·book is available on diginomica, and also as an ebook on virtually all ebook platforms.