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

See on Scoop.itSocial 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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