How More Accessible Information Is Forcing B2B Sales to Adapt
Harvard Business Review
JANUARY 6, 2016
For example, when leaders at Dow Corning observed in the early 2000s that some customers wanted an easier, more affordable way to buy standard silicone products, they created Xiameter, a brand that includes thousands of less-differentiated products sold exclusively through a low-cost, no-frills, self-service online sales channel.
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