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Pipeline Shocks for B2B Companies Amid New U.S. Tariffs
The recent U.S. tariffs announced by President Trump are causing pipeline shocks for B2B companies, disrupting sales cycles, deal volumes, and revenue projections. These shocks stem from increased costs, supply chain delays, and customer hesitation, making it harder for sales leaders to meet quotas and maintain forecast accuracy. To mitigate these effects, companies should strengthen pipeline-to-quota ratios, diversify suppliers, automate processes, and embrace scenario planning to ensure stability in uncertain times.
The Changing Face of B2B Sales: Adapting to New Buyer Preferences
The blog post summarizes a Harvard Business Review article that challenges traditional B2B sales and marketing practices. It highlights a notable trend where 43% of B2B buyers prefer to complete their purchasing journey without interacting with sales representatives. Modern buyers increasingly rely on self-guided research, with many completing up to 80-90% of the buying process independently. This shift has altered power dynamics, giving professional buyers and procurement departments more influence, and reducing the traditional role of sales interactions. However, the post argues that B2B sales is not becoming obsolete but is instead evolving. Sales professionals are urged to transition from conventional hard-sell tactics to providing value-added insights and personalized support. Despite fewer engagement opportunities, they remain essential in navigating complex products and services, interpreting dense marketing content, and supporting post-sale project implementation. In essence, success in the new B2B landscape lies in adapting to the changing buyer preferences by enhancing efficiency, professionalism, and personalization, ultimately focusing on "helping people buy" rather than merely selling.
Evaluating Open Source Large Language Models
Rachel Hines and Shreya Pandey analyze LLMs on tasks like reasoning, summarization, bias, text formatting, speed, and resource usage, offering guidance on choosing the best one.