In many B2B companies, management hears its fill of “the internet will change your industry this way” or “the internet is changing your industry that way”, and as often as not (especially in engineering-oriented companies, or those that sell to a finite list of possible customers) these pieces of advice are roundly dismissed with a “that’s not how we do it in our industry, we relationship sell in this industry”. And I’ll agree with that emphatically; in B2B, people buy from people, not a website.
What those companies are missing are some key emerging points;
Online marketing coupled with tools like marketing automation software will make marketers and salespeople more effective and efficient at relationship selling.
About Ritu Singh
Ritu has over 10 years of experience in planning, facilitating and executing marketing programs. She is passionate about marketing and driven to help start-ups and small to large companies market products and services online and offline.