applied know how
Last week I wrote (extensively) on the role of both emotion and logic in building successful B2B brands. I tried to assist you to avoid the “One-in-Three problem” where you are one of three bidders locked in lowest price negotiation to win a clients business.
I proposed focussing on two critical elements- the commercial insight and the personal insight. The commercial insight focuses on the logical benefit of your brand to the clients business.… Read more
Business to Business (B2B) buying typically is a pretty logical process, right.
Buyers want to just assess the facts and figures to show they have a great deal- they want to identify those businesses with the best “business value” to them and then do a deal.
Following on from this, the research is clear, Buyers who see a supplier’s business value to their own business are four times more likely to consider that brand in the future.… Read more