COMM 470 Week 3 DQ 1

1.      B2B Marketers Experience Longer Sales Cycles

a.       The B2B purchase cycle is an extended process, often lasting several months or longer. Marketing to B2B prospects requires different actions, depending on what stage of the buying cycle your prospect is in.

2.      B2B Products and Services are More Complex

a.       B2B products and services are typically complex and sophisticated, with many of the benefits or detriments not readily apparent. B2B marketing needs to take the technical, the subtle, the intricate, and make it clear, understandable, and persuasive.

3.      There are Fewer Identifiable Buyers

a.       B2C marketers know they can put their product in front of millions and that a sizeable percentage of that market are potential purchasers of that product. There are far fewer potential buyers of B2B products—and they’re harder to find. Sure, you may find a company you think needs your product or service, but you may spend the better part of a year trying to find the right people to influence within that company.
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