Targeting B2B

Even though your target prospect is a business professional, it does not mean that they are not like average consumers that use traditional consumer outlets every day to shop, read consumer product reviews and browse comments on Facebook. Remember also that this influence (even if place in consumer media) is part of the attribution process, it’s part of the demand generation funnel that gets them through the different stages in the sales cycle. The influence of awareness ad placed in consumer media could be just the thing that pushes the prospect from pre-purchase to awareness or from awareness to consideration.When thinking of B2B, the first questions that comes to mind are how big or small is the business that I am selling to, and who does what? Meaning what role does each stakeholder have in that company and who makes decisions? So, let’s break it down further and look at the specific questions to ask when targeting B2B prospects.

What do I know about the company that I am targeting?

  • What is their annual revenue?
  • How many employees do they have?
  • How many offices do they have and where are they?
  • How long have they been in business?
  • What are their different product lines?
  • How much are they selling their products for?

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