Do Psychographics work in B2B Marketing & Sales?

delicious b2bmarketing

Trying to get a handle on Company Psychographics? Do Psychographics work in B2B Marketing & Sales? While B2C marketers do use demographics, they also use psychographics to really understand what interests their prospective buyers. Psychographics classifies prospective buyers by psychological attitudes such as aspirations, interests, attitudes, opinions, etc. From what I’ve experienced and seen, B2B marketers typically make little or no use of psychographics.

List Buying: 6 tips for buying the most effective lead list

B2B Lead Generation

Industry vertical, including common keywords that identify the companies and Standard Industrial Classification (SIC) and North American Industrial Classification (NAICS). Psychographics such as values, culture, and internal and external issues that influence their buying decisions. Find out if they can create lists by both keyword and SIC code, and if they can identify contacts who have purchased products or services that are similar to yours.

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B2B Market Segmentation – Part 2: How to Approach Segmentation

Everything Technology Marketing

The biggest segmentation error that people make is to start with the "who" or "what" and segmenting the market using criteria such as industry verticals, company size or geography and other dimensions because this data is easy to gather. While company size or industry SIC/NAICS classifications are easy to gather for demographics-based segmentation, behavioral data is not that easy to come by.