B2B Team Buying, Complex B2B Sales and Status Quo

Posted by Ed Marsh on Jun 9, 2016 11:15:00 AM

 

"Nobody ever got fired for buying IBM."

You've heard that expression - and if you sell capital equipment or other complex B2B solutions you understand exactly what it means. Engineers and finance folks often feel safer going with the traditional solution. It may not be favorably priced and may not offer the best performance or highest value. In fact it may be a mediocre solution to the problem they have. But if it goes badly nobody can ding them for an experiment that put the company at risk.

Compared to that, if someone tries a really creative and untested solution and it goes really well - they're just doing their job. But if it goes poorly (and eventually one will) they're in a world of hurt. This isn't new - it's the traditional inertia that favors incumbents and market share leaders in B2B sales.

But that's the old inertia.....

 

Topics: Inbound Marketing, b2b, smb, global sales

Stories of Success and Struggle - SMB Global Sales

Posted by Ed Marsh on Apr 14, 2016 10:00:00 AM

I recently had an article on SMB global sales growth published on allBusiness. The original article appears here.

Key points that it covered included the huge potential for inbound marketing to "de-risk" the export process. Companies can now collect and interpret data which guides them in market selection and prioritization to ensure that resources are optimally allocated. That overcomes one of the largest traditional hurdles to export success - the huge speculative investment companies have traditionally made to enter and test a market.

 

Topics: Inbound Marketing, smb, global sales

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