I don’t know who you are.

I don’t know your company.

I don’t know your company’s products.

I don’t know what your company stands for. 

I don’t know your company’s customers.

I don’t know your company’s record.

I don’t know your company’s reputation.

 

Now – what was it you wanted to sell me?

 

Business-to-Business Marketing brings it’s own set of challenges.

When strategic planning for B2B it’s important to be aware of key issues such as specifying Unique Selling Propositions, Prospect Target Account Mapping, Consultative Selling and Communications Messaging complexity, the Buying Process and Sales Cycle.

Getting the right message to the right prospect in the right channel at the right time requires specific understanding of the Decision Making Process. R+Rs B2B 101 download below includes a generic mapping tool to help analyse this process along with a Sales Funnel Approach that channels unqualified prospects from contact to contract. Importantly, the more relevant communications channels are indicated to the left of the funnel for each stage.