The question “is our product B2B or B2C ?” seems to be bewildering to anyone who has not actually been a field salesperson for B2B. The simple answer is that something is B2B or B2G (Business to Government) if that product or service is purchased by the organization not for personal use but for achievingContinue reading “Is our product B2B or B2C?”
Category Archives: Business-to-Government Strategy
Conversion occurs when customers finally visit your website on their own
Conversion occurs when consumers start visiting your website on their own. Before that happens a common concern among online advertisers is that “we don’t see orders.” Part of the reason is that advertising and web analytics is not linked together as discussed
in a previous post. The bigger reason is the lack of understanding of the consumer journey.
Buying center concept: there are several people involved
The buying center concept is a tough concept to understand particularly if you have not actually worked for several years in B2B sales and faced numerous lost deals! Simply put- – there are several people involved in the buying center as explained in an earlier post. Here is a way to get a sense of theContinue reading “Buying center concept: there are several people involved”
How does a sales person identify the influential members of the buying center?
“How does a sales person identify the influential members of the buying center?” is an
important question that sales people constantly wrestle with. While “Buying Centers” have influencers, they may not be the most powerful i.e. influential and it is best to identify potential users of your product or service who will become your advocates because your offering is so appropriate. In other words, remember that those who are “influential” in organizations are so because they champion stuff that is right for the
organization!
Dow Jones index at record high today: when will US economy and jobs recover?
The Dow Jones industrial crossed 14,253.77 its highest ever point and back from the dismal depths of the recession on March 9, 2009 when it had touched 6,547. Investors and particularly large investors seem to be feeling upbeat about the stock market and things do seem cheery from a macro level. The optimism driving theContinue reading “Dow Jones index at record high today: when will US economy and jobs recover?”
Avoiding Gatekeepers in the B2B Buying Center via Internet Search Marketing
The concept of Buying Center in B-to-B marketing involves reaching the different members of the Buying Center crossing the “gatekeeper” .
Have you ever called a “Decider” a CxO like the VP of Manufacturing if you are trying to sell equipment or called the CIO if you are trying to sell enterprise software? If you have, the Secretary ( Assistant or Admin in the US) would pick up the phone. And here is how the conversation would go:
Hurricane Sandy: what can businesses really do?
Hurricane Sandy is arriving today at the East Coast of the US and is being hailed as a "Super Storm." Hurricanes are a rarity in the East Coast and local and State Governments, private and public organizations are pulling out all the stops to keep people safe. Businesses have to wonder what they can doContinue reading “Hurricane Sandy: what can businesses really do?”
NASA Curiosity lands on Mars and creates high tech US jobs
NASA's Curiosity Mars Rover landed on Mars today and started sending back photos to great celebration at NASA, the US and across the world. Particularly encouraging is the news that much of the leading technology was developed and supplied by US suppliers. Here are some innovators that need congratulations apart from the NASA team andContinue reading “NASA Curiosity lands on Mars and creates high tech US jobs”
India Power Outage: why possible opportunities for the global electricity industry
India suffered two consecutive power grid failures that plunged 700 million people into darkness and that is one tenth of the 7 Billion humanity on the planet. It's important to understand why there are huge opportunities in India for the global electricity industry….. US media repeated this blackout news and pointed that none of theContinue reading “India Power Outage: why possible opportunities for the global electricity industry”
Creating American jobs with inevitable outsourcing should be the presidential election debate
Creating American jobs with inevitable outsourcing should be the presidential election debate from both parties. This given the recent speculation that GOP candidate Romney might have helped the global outsourcing boom while at Bain Capital. Consider the following: Global outsourcing as a debate in academia has progressed from when to outsource to how to manageContinue reading “Creating American jobs with inevitable outsourcing should be the presidential election debate”