Seven Ways to Target B-to-B Technical Buyers

* Economic: These buyers generally are upper management looking for the best price and what’s in the best interest of the company in the big picture; they have control over the budget and veto power on purchases; often their time is tight and they’re too busy for product details.

* Technical: These buyers are integral to the buying process because their opinion and recommendations go to those making the financial decision, but they have no financial authority to make purchases.