No matter the industry, most B2B buyers don’t respond positively to an aggressive sales tactic. If you want to encourage them to engage with your company and take advantage of your offer, you’ll need to consider things from their point of view.
There’s a lot at risk for someone who makes a purchase for their business, more than just the potential loss of money, but loss of respect from their fellow professionals and even their job. (more…)
Your website is a direct extension of your business. And while you may be a lone provider in your area, online, you are directly competing with companies from all over the world. (more…)
Is it possible to build your business online and reach more buyers even when you don’t sell through your website?
There’s a lot of buzz about the shift towards e-commerce as a B2B essential for increasing revenue and succeeding online, but what if this approach simply cannot work for your business because you sell through a quoting process? (more…)
Do you know what your prospects are really searching for? Your products and services are just part of what they’re looking for online.
If you’re in B2B and you sell something other than a basic commodity, customers who buy for business needs are going to need to do research before they buy. And even if you do sell a fairly straightforward solution, your prospects are likely to search out information to confirm your company’s reputability and provider capabilities. (more…)