Better understanding B2B buyers – Part III – The changes in buying methods
Just when sales seemed to be more attuned to changes in customer sentiment, shifts in demand, and the needs of different buying methods, along came the COVID-19 pandemic. As we covered in Parts I and II the ensuing uncertainty has seen customers accelerate their shift to digital engagement, leaving sellers with more channels to cover […]
Continue ReadingBetter understanding B2B buyers – Part II – The shift in B2B buying steps
In Part 1 of this series we looked at the three types of buying motivation with a focus on ‘Fear Buying’ and what this means for sellers. In Part II, we’ll look at the steps buying organisations are starting to employ around decision making and also some key purchasing trends. Lessons learned from businesses who […]
Continue ReadingBetter understanding B2B buyers – Part I – The shift in B2B buyer motivation
While the steps in B2B buying ‘process’ have remained relatively unchanged in the past two decades; the motivations, sophistication and behaviour of buyers has certainly evolved. In 2020 the buying process ‘norm’ sees sellers contending with more influential procurement functions, multiple approval layers, buying ‘boards’, an increase in formal requests for tender, and probably the […]
Continue ReadingFortune 500 CEOs on COVID-19 driven business transformation what it means for B2B sales
How are Fortune 500 companies dealing with the coronavirus pandemic? Although there is still a great deal of economic ‘crystal balling’ going on at present, some fascinating research has just been released by FORTUNE following a survey of FORTUNE 500 CEOs. Some of the more interesting and telling findings include: 52% of CEOs are […]
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Educating is selling
Educating may be the pinnacle of selling. Educating the world at large, your target market, referral sources, clients, and prospective clients about why they need what you can expertly do for them is the highest and purest form of marketing. An education approach really helps with need recognition. If your market doesn’t know it has […]
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Feature article
Tender readability – tips to improve your tender presentation and some tender presentation no-nos
Tender readability remains a problem for some in the 21st century. I still see submission documents that cling to a handful of really old hat tender presentation and formatting techniques. I suspect this is because some of these ‘rules’ are viewed as being more appropriate to a ‘formal’ style of document such as a tender. […]
