B2B Buyer Need Consulting Differentiation 
The ROI Guy
JULY 11, 2017
Two years ago, I was sitting amongst a shocked audience, listening to analyst Andy Hoar pronounce the “Death of the B2B Sales Rep”. Those sales reps who are able to deliver on these buyer expectations are vital, so instead of declining, the number of consultative sales reps is actually predicted to grow 10% by 2020.
Mereo
FEBRUARY 18, 2021
They are also looking at your messaging and pitches, your solutions, your differentiation, your deals — and everything in-between — with greater scrutiny and tighter budgets. Speak to your solution’s value and differentiation. A conversation in and of itself will not serve a buyer. Powerful Value Selling.
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KoMarketing Associates
DECEMBER 8, 2015
It is also important for B2B marketers to evaluate new and emerging trends, as well as shifts in the competitive landscape, to help determine where to set budgets and forecasts moving forward. 75 percent of B2B buyers said they research at least 25 percent of their work-related purchases online, even if they made the actual purchase offline.
Webbiquity
MARCH 2, 2017
They don’t need sales professionals to tell them what they can easily learn elsewhere, and will resent (if it happens at the wrong point in their buying process) being “sold.” ” What they do want is consultative guidance, especially when it involves co-creating unique value. Deb Calvert.
Velocity Partners
NOVEMBER 29, 2023
For complex B2B businesses, one common move is to try and make it easier for customers to buy by simplifying your offering. But if (like so many B2B companies) you offer a mix of platform and point solutions, this problem quickly gets really hard to solve really fast. Just, y’know, for instance. Introduce a fresh spin.
ViewPoint
MARCH 22, 2011
How does it relate to B2B marketing? To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer. And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Two years ago, my B2B Marketing 2.0
Televerde
JANUARY 21, 2020
Sales Leader at B2B firm, Des Moines, IA. You’re marketing a great new B2B solution, but so are 500 other companies. Competitive analysis will give you the insights you need to effectively differentiate yourself. Be consultative with your prospects throughout the entire sales process. Or, maybe it is you?
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