The importance of effective targeting cannot be underestimated. Whether for b2c or b2b, research has shown that targeting is seven times more significant than any other factor when determining success. However, there are significant differences between b2c and b2b.
how the b2b sales process differs:
- the scale of purchases is bigger
- technical products can be more complex
- there is a higher buyer risk
- buying cycles and processes are much longer
- the decision making process is more complex
- professional buying practices differ
The most important of these is the complexity of the decision making process.
In essence we need to communicate more to more people.
Download a white paper: “What makes b2b so different to b2c?”
dive into an undiscovered prospect pool
Good b2b prospect targeting is a science that can save valuable time, money and wasted opportunities for your business. By utilising the data within the b2b Multiverse©, a Cyance Customer Analysis and Insight project can reveal the size of your untapped market and revenue potential.
score your prospects in order of potential
We can score and rank the Potential Prospect Value of every prospective new customer. This will help you decide which channel to assign to each for follow-up and could involve a combination of sales force, call centre, direct mail and email marketing. The lower the score, the lower the marketing spend need be.
locate your sales outlets nearer your best prospects
Our Geo-Analytical profiles can help you decide where to locate a new field sales representative or outlet in order to achieve the best coverage of new business prospects. Your marketing activity can then be channelled into the areas or sectors most likely to produce the best returns.