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BizReport : White Papers : Sales & Marketing

Social Marketing to the Business Customer - Free Sample Chapter

There are big difference between selling to organizations and selling to individuals. In this excerpt, you’ll explore the following differences:

  • B2B Marketing is much more likely to focus on value than experience
  • B2B buying decisions are usually made by groups
  • Business buying cycles are longer than consumer buying cycles
  • Business buying decisions are more likely to be a commitment than consumer buying decisions
  • Relationships play a more important role in B2B than in B2C decisions
  • Service and support are essential decision factors
  • B2B sales have lots of moving parts
  • Channel relationships are complicating factors in the marketing equation

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