http://www.smallbizpod.co.uk/blog/2008/04/01/what-is-b2b-marketing/ The small business blog of SmallBizPod - inspiration and practical advice for entrepreneurs Tue, 02 Dec 2008 02:50:16 +0000 http://wordpress.org/?v=2.6.5 http://www.smallbizpod.co.uk/blog/2008/04/01/what-is-b2b-marketing/#comment-126056 Benjamin Wed, 02 Apr 2008 22:07:13 +0000 http://www.smallbizpod.co.uk/blog/?p=394#comment-126056 I think us marketing types obsess a little about the difference between b2b and b2c marketing. For a small business, marketing means stepping back from the one-to-one engagements with customers (sales), to think about what is happening to them as a whole (marketing). I think us marketing types obsess a little about the difference between b2b and b2c marketing. For a small business, marketing means stepping back from the one-to-one engagements with customers (sales), to think about what is happening to them as a whole (marketing).

]]> http://www.smallbizpod.co.uk/blog/2008/04/01/what-is-b2b-marketing/#comment-125690 Barbara Bix Tue, 01 Apr 2008 22:10:37 +0000 http://www.smallbizpod.co.uk/blog/?p=394#comment-125690 Good point! As you note, t the end of the day it comes down to the fact that you need to know your audience; why they spend money, how they spend money, when they spend and who ultimately makes the decision. The problem is that most people think they know the answers to these question--and in fact they do have a general idea of the answers. The problem is that the devil is in the details. It's the subtleties that help you develop a must have product or service and a compelling value proposition that attracts attention. So, while creative insights help, the most important thing is validating assumptions you've made about the answers to these crucial questions. Good point! As you note, t the end of the day it comes down to the fact that you need to know your audience; why they spend money, how they spend money, when they spend and who ultimately makes the decision. The problem is that most people think they know the answers to these question–and in fact they do have a general idea of the answers. The problem is that the devil is in the details. It’s the subtleties that help you develop a must have product or service and a compelling value proposition that attracts attention. So, while creative insights help, the most important thing is validating assumptions you’ve made about the answers to these crucial questions.

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