Reaching the B2B decision maker with a value proposition is a lot different than reaching a consumer.
• Businesses that sell to other businesses rate B2B specific resources a top marketing vehicle.
• More than two-thirds of B2B customers come from a 50-mile local market, and seek to build on-going relationships with their providers.
• Business decision makers (BDM) consider advertising and information in B2B magazines a key benefit, and are prompted by ads and articles to seek more information on products and services.
• Executives consider case studies valuable in their decision process, and delegate general information gathering to lower-level managers.
• More than 60% of B2B BDMs are influenced to buy based on something they read or saw in their local business community.
