{"id":1286,"date":"2014-01-21T07:19:13","date_gmt":"2014-01-21T15:19:13","guid":{"rendered":"http:\/\/egrabber.com\/blog\/?p=1286"},"modified":"2024-08-07T23:05:02","modified_gmt":"2024-08-08T06:05:02","slug":"b2b-buyers-changing-game-b2b-product-organizations","status":"publish","type":"post","link":"https:\/\/www.egrabber.com\/blog\/b2b-buyers-changing-game-b2b-product-organizations\/","title":{"rendered":"How B2B Buyers are changing the game for B2B Product Organizations"},"content":{"rendered":"<p>There are two relevant trends in B2B products and services buying habits, that B2B companies have to deal with&#8230;<\/p>\n<blockquote>\n<ol>\n<li>B2B buyers Spend 60% of their time in online research \u2013 and get influenced by it<\/li>\n<li>Buyers are less interested in a pitch from a salesperson since they get richer and more authentic information from their peers, independent influencers and experts<\/li>\n<\/ol>\n<\/blockquote>\n<p>How a company&#8217;s marketing and sales people deal with trends decides how successful they are in acquiring customers.<\/p>\n<p>They need to make sure their product&#8217;s usage and advantages are in places where their prospects research. They especially need to be where their competitors are.<\/p>\n<p>They need to make sure their supporters &amp; influencers are helping support the product and messaging<\/p>\n<p>For marketing this means making product information available through various channels that include<\/p>\n<ul>\n<li>Accessible thru Google<\/li>\n<li>Blogs<\/li>\n<li>LinkedIn conversations<\/li>\n<li>LinkedIn endorsements<\/li>\n<li>Webinar on product education<\/li>\n<li>Webinar &#8211; endorsements by experts<\/li>\n<li>Industry trade journals<\/li>\n<li>News<\/li>\n<li>Case-studies<\/li>\n<li>Especially where competitors are<\/li>\n<li>Products need to be available for demos at relevant trade-shows and conferences<\/li>\n<\/ul>\n<p>For sales people this means<\/p>\n<ul>\n<li>Sales person should get used to doing research a purchaser would, at least once a quarter \u2013 just in case things changed<\/li>\n<li>Sales person need to have\u00a0 in-depth knowledge of on competitive content available<\/li>\n<li>Sales person need to have\u00a0 in-depth understanding of strengths and weakness of competitive products<\/li>\n<li>Sales person knowing who in our supporter circle can influence the sales<\/li>\n<li>Sales person showing an understanding of the pains the customer is suffering and the gains they seek is far more important than knowing their friend and brother<\/li>\n<li>Sales person need to articulate why our product is better than our competition and demonstrate it in a meaningful manner<\/li>\n<\/ul>\n<p>Wish you best of luck for 2014!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>There are two relevant trends in B2B products and services buying habits, that B2B companies have to deal with&#8230; B2B buyers Spend 60% of their time in online research \u2013 and get influenced by it Buyers are less interested in a pitch from a salesperson since they get richer and more authentic information from their&hellip;&nbsp;<a href=\"https:\/\/www.egrabber.com\/blog\/b2b-buyers-changing-game-b2b-product-organizations\/\" rel=\"bookmark\"><span class=\"screen-reader-text\">How B2B Buyers are changing the game for B2B Product Organizations<\/span><\/a><\/p>\n","protected":false},"author":7,"featured_media":17145,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_eb_attr":"","neve_meta_sidebar":"","neve_meta_container":"","neve_meta_enable_content_width":"","neve_meta_content_width":0,"neve_meta_title_alignment":"","neve_meta_author_avatar":"","neve_post_elements_order":"","neve_meta_disable_header":"","neve_meta_disable_footer":"","neve_meta_disable_title":"","footnotes":""},"categories":[380],"tags":[],"class_list":["post-1286","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-mentor"],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/www.egrabber.com\/blog\/wp-content\/uploads\/2014\/01\/Buy-Now.jpg?fit=1280%2C960&ssl=1","jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/www.egrabber.com\/blog\/wp-json\/wp\/v2\/posts\/1286","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.egrabber.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.egrabber.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.egrabber.com\/blog\/wp-json\/wp\/v2\/users\/7"}],"replies":[{"embeddable":true,"href":"https:\/\/www.egrabber.com\/blog\/wp-json\/wp\/v2\/comments?post=1286"}],"version-history":[{"count":3,"href":"https:\/\/www.egrabber.com\/blog\/wp-json\/wp\/v2\/posts\/1286\/revisions"}],"predecessor-version":[{"id":17297,"href":"https:\/\/www.egrabber.com\/blog\/wp-json\/wp\/v2\/posts\/1286\/revisions\/17297"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.egrabber.com\/blog\/wp-json\/wp\/v2\/media\/17145"}],"wp:attachment":[{"href":"https:\/\/www.egrabber.com\/blog\/wp-json\/wp\/v2\/media?parent=1286"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.egrabber.com\/blog\/wp-json\/wp\/v2\/categories?post=1286"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.egrabber.com\/blog\/wp-json\/wp\/v2\/tags?post=1286"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}