B2B Customers come in several varieties. Some are decision-makers; others are simply influencers. Even so, if you’re going to make that big B2B sale, you’ll need to get all of them on board with the deal. To help you with this process, here’s a compilation of most common varieties of B2B stakeholders, along with some sage advice on how to sell to them.
BNET Insight
B2B Customers: A Field Guide
May 12th, 2009 @ 5:30 am
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1
Randolpho
RE: Your B2B Customers: A Field Guide
A great piece of work! Thank-you for confirming my own observations.
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2
rmfisherga
RE: Your B2B Customers: A Field Guide
What an insightful article. Concise and ... oh so true. Thanks Geof. Keep them coming!
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3
Jenny_Z
RE: Your B2B Customers: A Field Guide
I love that staff !! it is completely true! very funny! Thank you! )
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4
eshiels
RE: Your B2B Customers: A Field Guide
I sure wish that Bnet would make the entire article available with a single click, rather than having viewers navigate through several pages. When I try to print an article, I only get a single page rather than the entire article.
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5
Geoffrey James, Sales Machine
RE: Your B2B Customers: A Field Guide
Re: Note 4:
Don't blame BNET, blame me, since I format the pages myself.
You might want to try printing out the pages separately. Or cut and paste. Yeah, I know that it's a few more clicks. Don't worry, though, your index finger won't fall off.
BTW, why would I want to make it easy for you to print out a hard copy? What's in it for BNET? This is a website that makes money through online advertising.
Last time I looked, it wasn't possible to click on an ad printed on a piece of paper.
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Geoffrey James
Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and (of course) BNET. He is the author of seven books, including Business Wisdom of the Electronic Elite (translated into seven languages and selected by four book clubs), and The Tao of Programming (widely quoted on the Web as a "canonical book of... more »
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