B-to-B Decision-Makers Are People, Too (Really)

Posted on Posted in Enterprise Social Media

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

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