B-to-B Decision-Makers Are People, Too (Really)
See on Scoop.it – Social Selling for B2B
Emotion can work in B2B, if it’s focused on the purchaser’s feelings not about himself, but about the benefits accruing to the company.
Mike Ellsworth‘s insight:
My buddy Bryan Kramer calls this concept H2H, or Human to Human, selling. You’re not selling to a business. You’re selling to a person at a business. Good article.
Via @charliesaunder3
See on adage.com
