Identifying technical buyers is only part of the equation; marketing to them is the tricky part. In a webinar presentation last week from Kellysearch.com and Enquiro Research, presenters Gord Hotchkiss, president and CEO of Enquiro, and Phil Manning, marketing development manager at Kellysearch.com, provided their thoughts on how to most effectively market and sell to the B-to-B community. Below are some of the top tips picked up during the session. 1. Segment the technical buyer. Manning referenced the technical buyer as an individual who’s planning to make a purchase of $1,000 or more in the next year of one of the following: software, hardware,
Phil Manning
Joe Keenan is the executive editor of Total Retail. Joe has more than 10 years experience covering the retail industry, and enjoys profiling innovative companies and people in the space.
More Blogs
