B2B marketing in Sunnyvale
Marketing to businesses requires patience and the ability to deal effectively with a variety of different people in the selling process.
The gatekeeper. T
he gatekeeper’s job is to control access. Be prepared with ways to convince the gatekeeper that controlling access to the person you want to reach is actually counterproductive.
The product or service user
. The user is important for determining whether your product or service meets requirements. To be effective, be prepared with technical details and facts
Also known as a purchasing agent, the buyer may be overly focused on price. Be prepared to demonstrate value.The decision maker. A decision maker controls resources and expenditures even when not directly involved in the purchasing decision. For effectiveness, build a relationship.
An influencer affects the selection process and can be a powerful ally.
. An initiator sets a course of action