Industrial buying doesn’t usually stall because buyers can’t be persuaded. It stalls because buyers can’t prove. In the Q4 Industrial Buyer Pulse, the single most powerful accelerator for getting a planned investment approved was a proven payback or ROI case, chosen by 34% of respondents, ahead of delivery guarantees at 29%. That is a blunt […]
One of the most persistent misconceptions in digital transformation work is the belief that progress equals removing humans from the buying journey. The Q4 Industrial Buyer Pulse data tells a much more nuanced, and far more useful story. Industrial buyers are absolutely doing more on their own. On average, they now complete two complex buying […]
Why make this your #1 priority messaging gets tuned out—and what actually accelerates buying decisions instead. Every industrial CEO is told the same thing, often just with different logos on the slide. Safety should be the top priority. Cybersecurity should be the top priority. Sustainability should be the top priority. Quality. Talent. Digital transformation. Supply […]
