Comments on: B2B Buyer Research: Which Methods, When? http://www.marketing-playbook.com/sales-marketing-strategy/b2b-buyer-research-which-online-methods-when B2B Sales Marketing Strategy for Small Business Mon, 06 Feb 2012 10:10:44 +0000 http://wordpress.org/?v=2.9.1 hourly 1 By: Chris http://www.marketing-playbook.com/sales-marketing-strategy/b2b-buyer-research-which-online-methods-when/comment-page-1#comment-270 Chris Sat, 16 Jul 2011 19:43:12 +0000 http://www.marketing-playbook.com/sales-marketing-strategy/?p=251#comment-270 I agree wholeheartedly with Steve's response to this article. While there are undoubtedly some basic rules we follow when it comes to working with buyers and landing sales, it is a much more complex dance than that. Going off of that dancing analogy, there are dances which come in handy dependent on music and atmosphere. Of course, these are all still classified as "dances" themselves; however they work differently fundamentally and require you to pay attention to the details. This applies to business and selling as well. Pay attention to the details and you should do fine! Not every tool is the right one for every situation either. I agree wholeheartedly with Steve’s response to this article. While there are undoubtedly some basic rules we follow when it comes to working with buyers and landing sales, it is a much more complex dance than that. Going off of that dancing analogy, there are dances which come in handy dependent on music and atmosphere. Of course, these are all still classified as “dances” themselves; however they work differently fundamentally and require you to pay attention to the details. This applies to business and selling as well. Pay attention to the details and you should do fine! Not every tool is the right one for every situation either.

]]> By: eBooks build awareness says report | Kranz Communications http://www.marketing-playbook.com/sales-marketing-strategy/b2b-buyer-research-which-online-methods-when/comment-page-1#comment-28 eBooks build awareness says report | Kranz Communications Fri, 24 Jul 2009 03:20:35 +0000 http://www.marketing-playbook.com/sales-marketing-strategy/?p=251#comment-28 [...] John Fox of Marketing-Playbook.com has posted an intriguing summary of a July 2009 Tech Target Media Consumption Report. [...] [...] John Fox of Marketing-Playbook.com has posted an intriguing summary of a July 2009 Tech Target Media Consumption Report. [...]

]]> By: Steve May http://www.marketing-playbook.com/sales-marketing-strategy/b2b-buyer-research-which-online-methods-when/comment-page-1#comment-25 Steve May Tue, 14 Jul 2009 02:44:05 +0000 http://www.marketing-playbook.com/sales-marketing-strategy/?p=251#comment-25 Excellent summary, you remind all B2B marketers that there is an orderly process most technical buyers go through when deciding on a product or service. What moves buyers through the buying process varies (somewhat) at each stage. Most marketers say that people buy on emotion and then back it up with logic. This is definitely true in most B2C buys. I know i have done it with cars for example. Engineers and technical buyers are solving a problem or replacing an existing function and they need information. Emotion still plays a part (i.e. I like the sales rep) Getting them into a trial as soon as possible is pure Gold advice. thanks John. Excellent summary, you remind all B2B marketers that there is an orderly process most technical buyers go through when deciding on a product or service. What moves buyers through the buying process varies (somewhat) at each stage.

Most marketers say that people buy on emotion and then back it up with logic. This is definitely true in most B2C buys. I know i have done it with cars for example.

Engineers and technical buyers are solving a problem or replacing an existing function and they need information. Emotion still plays a part (i.e. I like the sales rep)

Getting them into a trial as soon as possible is pure Gold advice.

thanks John.

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