James Korte, BlueStar’s Digital Marketing Manager, returns for part 2 of his deep dive into B2B marketing and selling based on the book The Challenger Customer. Last time we helped you understand how B2B buying groups work. This time, we’re going to tackle how to find and create demand for your products, solutions or services. It’s not as simple as having brand recognition, the biggest selection or the best pricing. How do we find the true pain points of customers? What is the Mental Model and how do we convince customers that their status quo needs to change? What is Spark/Interest/Confront?

 

#VARValue - What are some key takeaways and a practical example from this discussion?

 

Revisit part 1 of our discussion

 

TEConnecting with us:

James - Alyce marketing "gift" platform

Dean - Pavement "sunscreen"

John - Are aliens tuning in during their Earth Transit Zone?

 

Talk to us!

Twitter - @TEConnectPod

Email - [email protected]

 

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