Purchasing decisions of B2B customers are more similar to those of private customers (B2C) than it may initially appear. It is not only objective criteria that count; subjective factors also play a role. These include whether the brand matches the positioning of the own company or whether the design and features are attractive. This article takes a look at the research and explains how – with the right data – it can be used to help you better understand the more personal elements behind your customers’ decisions. From this you can then form a value proposition that meets the deepest needs of your customers. After all, the customer should perceive the products and services of his supplier as unique and make his decision accordingly.
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https://en.komor.de/wp-content/uploads/2020/01/ralf-komor-post-specialist-articel.jpg 600 600 Ralf Komor https://en.komor.de/wp-content/uploads/2020/02/komor-interim-management-en.png Ralf Komor2020-07-19 19:07:522023-02-06 20:20:53These values count in B2B sales: 40 things that really matter to your customers