Building B2B Websites that outsell the competition and reduce the cost of sales
When most companies hear the term “online buyer,” visions of revenues dance in their heads. But, here’s the catch. All online buyers aren’t created equal. In fact, they aren’t even close.
In this report, we tackle the toughest crowd for any company on the Web: task forces involved in a complex B2B buying process. These are the brand name customers your company craves. The mega deals that can put a company on the map. The small to medium sized business markets your company wants to crack.
But to win and woo this class of buyer requires a Website that is fine tuned to the B2B buying process. A site that helps four types of task force members navigate a 17 step process. That delivers 54 different types of content, features & capabilities to the right people–at the right time.
Oh and one other thing. To really be successful your Website must know the difference between purchase influencers and decision makers. Miss this, and you’ll increase your costs of sales.
In this report:
This report focuses on how to build a Website that gives B2B buyers what they need to make a purchase decision. It shatters the myths. Identifies the buying process and the players. Pinpoints their objectives, biases, and needs.
- It starts by identifying the business triggers and issues that create a 17-step B2B buying process
- Identifies four different types of task force members and defines their differing roles, viewpoints, and information needs.
- Steps you through the buying process from the customer’s point of view – and then shows you how to map these steps onto your Website.
- Identifies 54 types of content, features and capabilities your Website must deliver. and how to organize them to perfect effect.
- Defines the real role of social media and shows you when, why, and how to capitalize on the wisdom of crowds.
- Shows you when you should use Web 2.0 features to educate purchase influencers and buyers; and
- Pinpoints why poor lead harvesting behaviors will clog your prospect pipeline and increase your cost of sales
If your company uses its Website to woo and win major accounts and small to medium sized companies, this report will give you the inside track on what your B2B visitors want and need.
It will help you cut through the clutter on your Website and put the most important content front and center. Build powerful product marketing click streams that make finding information a snap. Laser focus your social media and Web 3.0 investments to create a competitive edge.
Listen to the Podcast!
Learn more about the 17 step complex B2B buying process, and how your Website plays a crucial part in educating buyers — and reducing your cost of sales.
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