Tag: B2B

[$2 Discount] E-mails for anything, written for you

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Qualify your prospects with BANT

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1. Budget: what are they willing to spend to buy the product or service?

2. Authority: who needs to be involved in the purchase decision?

3. Need: what needs or conditions must exist before your product would be of value to the potential customer?
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4. Timing: How soon will the buying decision be made?

Source: John Coe, The Fundamentals of B2B Sales and Marketing, McGraw-Hill, p. 127

Does the client have the budget to hire you?

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Source: AWAI B2B Success, 2/13/14

The 4 things B2B prospects really want.

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According to sales expert Robert Minskoff, here is what B2B buyers really want from their vendors:

* A relationship that embraces trust and reliability.

* A great product backed by great service.

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* Availability: when they need you, the customer can find you. How responsive you are to their calls and e-mails will dictate your entire relationship.

“So go ahead: blog, tweet, and post,” says Robert. “But be aware that there is still a large segment of the B2B buying population that places very little importance on that type of content. Selling is a human interaction. Be human.”