Marketing

6 Tips to Maximize Exposure at Trade Shows

Participating in trade shows is a great way for business-to-business (B2B) companies to attract prospects and build greater brand recognition. B2B audiences often need nurturing before they will buy a product or service. By setting up a booth at a trade show, you'll have an easier time networking with prospects and nurturing them through the sales cycle. However, you should follow the tips listed below to generate maximum exposure for your B2B company.

6 Things to Consider When Selling Industrial Construction Equipment Online

Many suppliers of industrial construction equipment focus strictly on local sales, believing there's no benefit to going "online." However, the truth is that all business-to-business (B2B) companies can benefit from selling their products and services online, including construction equipment suppliers. But if you're thinking about selling industrial construction equipment online, there are a few things you'll need to consider.

B2B Tips for Key Account Selling

B2B Marketing: Are You Reaching the Decision Makers?

If you aren't, you'll probably have a hard time selling your products or services. In business-to-consumer (B2C) sales, all prospects are "decision makers." They have the authority to choose and buy their own products or services, without requiring approval from someone else. This is in stark contrast to business-to-business (B2B) sales, however, in which prospects are often required to seek approval from upper management before making a purchase.

The Recipe for a Successful B2B Sales Call

While many business-to-business (B2B) salespersons have shifted towards inbound marketing technique, conventional sales calls remains one of the safest and most effective ways to generate leads and sales. Whether you sell a B2B product or service (or both), you can reach prospects by calling them. Like all sales methods, however, not every prospect whom you reach will buy your product or service. But there are ways to increase your chances of success, including the tips listed below.

B2B Digital Marketing Trends to Watch in 2017 and Beyond

Business-to-business (B2B) marketing continues to evolve with each passing year. As a result, marketers and salespersons need to familiarize themselves with the latest trends; otherwise, they'll get left in the dust by their competitors. So, what kind of B2B marketing trends can you expect to see more of in 2017 and beyond?

How to Forge Stronger B2B Relationships

In business-to-business (B2B) sales, relationships mean everything. Strong relationships with clients means more sales. Rather than buying your product or service just once, perhaps a client will buy it half a dozen times. Furthermore, these clients may recommend you to other prospects, which can also yield more sales for your company. To reap these benefits, however, you need to foster strong B2B relationships.

5 Commonly Overlooked B2B Lead Prospecting Opportunities

Lead generation is a fundamental step in business-to-business (B2B) sales. Without leads, you won't have anyone to pitch your product or service to. Furthermore, leads allow you to prioritize your sales tactics to generate a stronger response. If a particular prospect has expressed strong interest in your product or service, you can target him or her first. Unfortunately, though, many B2B salespersons overlook the following lead generation opportunities.

How B2B Sales Differs from B2C Sales

It's a common assumption that selling a product or service requires the same approach regardless of the person to whom you are selling it. While some tactics are universal, others require specific approaches depending on whether the target audience is consumers or business owners and professionals. Business-to-business (B2B) sales, for instance, requires a different approach than business-to-consumer (B2C) sales.

Using Geographic Segmentation to Enhance B2B Marketing

Business-to-business (B2B) marketing strategies can typically be broken down into one of two categories: targeted and untargeted. Targeted marketing means creating and directing your messages to a specific audience. With untargeted marketing, you create a general message for a non-specific audience in hopes that some of the recipients will be interested in it. On the other hand, targeted marketing focuses on a specific message for a specific audience; thus, resulting in a higher conversion rate.