3 Things You Must Know Before Selling to the B2B Market

We look at ways in which B2B buyers are identifying and selecting their top tier of vendors for purchase evaluations—how they’re coming up with their short list of contenders (often with very little or NO input from sales or company reps). We also examine how B2B buyers expect excellence from their vendors, based largely on their expectations from their experiences as consumers in B2C transactions. Finally, we share the importance of personas and journey mapping in terms of better understanding B2B buyers.

The Value of Sales Process

With no offense intended, having sellers grade pipelines is analogous to allowing inmates run the asylum. Sellers less than YTD will often reduce the bar for qualification. Their primary motivation in “forecasting” is to convince their managers everything will be okay moving forward. Better to give sellers a more realistic view of their pipelines after being graded by their manager.

The Types of Customer Data to Collect to Improve Marketing Strategy

Collecting a combination of open-ended and close-ended feedback is a best practice at Primary Intelligence. While collecting only close-ended or only open-ended feedback is possible, having one without the other only tells one side of the story.

New B2B Industry Report Available, “How to Win at a Higher Price”

What are the chances you can win a B2B sales deal that’s priced higher than your competitors? As challenging as it may be, winning a competitive bid is not impossible. How often do B2B buyers select the more expensive offering? In Primary Intelligence’s newest industry report, How…

Two Key Product Management Metrics

Saeed, in his blog post at On Product Management, posited the question, why is it difficult to measure the value and contribution of product management? To help us focus on the right metrics, he defined Product Managements mandate as:

Product Managements mandate is to optimize the business at a product, product line, or product portfolio level over the product lifecycle.

This is a great question and his definition of the Product Managements mandate really got me thinking.

Avoid No Decisions by Answering “What’s in it for me?”

No decision is a terrible outcome for both buyers and sellers. It ultimately means both parties spent time, effort and money and at the end, the buyer decided not to buy from any of the vendors that bid. Sellers either get firm no’s or the vague commitment to revisit the offering at a later time.