Bob Bly, the renowned and prolific B-to-B copywriter, wrote an especially interesting column in this month’s Target Marketing. In it, he ranks 19 different marketing channels, classifies them as “inbound” or “outbound,” and rates them by lead quality and ROI. (Click on the headline for more…)
The Three Types of Business Buyers
An article I read recently in Target Marketing reminded me of a lesson I learned from a business coach many years ago. The topic: the three types of buyers you’ll encounter when selling business-to-business products or services. Since each one is motivated by different types of appeals, it’s important to know how to sell to each one of them. The buyer types are…
