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While consumers choose products based not only on price but on popularity, status, and other emotional triggers, B2B buyers make decisions on price and profit potential alone.
Yet Gallup analysis shows that this approach is all too common -- the majority of B2B companies operate this way.
If your company wants to move beyond price wars, you need to rethink your mission and strategy.
Fully engaged customers deliver a 23% premium over average customers in share of wallet, profitability, revenue, and relationship growth.
Explore the Strategy of B2B Marketing Have you ever considered how a Fortune 500 company provides new computers for its 1,000-plus employees?
In fact, ecommerce was alive and well in business to business transactions before the Web back in the 70s via EDI (Electronic Data Interchange) through VANs (Value-Added Networks).