Great article by Marcia Trask in CMSWIRE.
Overwhelmingly, B2B marketing campaigns continue to promote an organization’s solution offerings rather than addressing fundamental buyer needs. Few companies articulate why buyers should purchase their offerings, or what the benefits or specific use cases for the offerings are.
Marketers need to pay attention to buyers, empathize with their problems or opportunities, speak their language, understand the underlying business or technical needs to be addressed and articulate how their solutions provide value to the purchasing organizations.
Marketers need to understand the psychology of their clients. 🧠https://www.cmswire.com/digital-marketing/are-you-asking-the-right-questions-in-b2b-marketing/?utm
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