B to B Buyer Need Direct Marketing Studies 
Biznology
MARCH 26, 2012
In direct marketing offer theory, this is called managing the “offer equation,” which says that response quality is inversely related to response quantity. Always a popular and productive offer in business markets, where buyers need detailed information as part of their purchase process. Free information.
The ROI Guy
SEPTEMBER 17, 2010
To this end, are your marketing efforts connecting with these frugal buyers who don’t care about product features and benefits, and are instead value focused? Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you.
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