Somewhere I read that if you can make woman feel insecure enough you can sell her anything. I think that’s true of men as well, and a look at the pop up nonsense in my Facebook feed is ample evidence that grown-ups are terrified of everything from radon gas to neck wrinkles to bad breath. […]
What’s Distracting Your Frequent Buyers?
This is the fourth and final of our examinations of the distractions that plague B2B buyers. Today we’ll pay another visit to Marta , a perfect example of the G-Spot buyer. “G”, in this case, refers to the people in most organizations whose job is to Get Stuff. Marta is a Frequent Buyer. She buys […]
Why is Your B2B Decision Maker Distracted?
In the third of our deep dives into buyer distraction, it’s time to check in with our friends, the F-Words. These are those people inside organizations who actually do stuff with the products and services you are selling. The F is for Functional and these are the folks who make the majority of our medium […]
What’s Distracting the Procurement Department?
Last week we looked at how the retail problem of buyer distraction rears its head in the world of B2B, even in the C-suite. Corporate Overlords find themselves distracted by their friends, their colleagues’ friends, more important things they should be doing and the terrifying stuff that goes on in the world and threatens their […]
Buyer Distraction Happens in B2B Too
Poor lady. There she was in a crowded grocery store on a Saturday morning with a baby and a toddler, $300 worth of groceries, an impatient cashier and no idea what the PIN for her debit card was. Each time she tried to focus and conjure up the four little numbers, the baby in the […]
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