The Business of Outcomes
Create awareness, build confidence and earn trust.
Enterprise B2B buyers are drowning in information, scoff at vendor hype, and are paralyzed by the sheer number of options available. These buyers often know the features and benefits of your “solution” better than your own marketing and sales teams. Why should they have confidence in and trust you?
How Today’s Buyer Really Buys
For Enterprise B2B buyers, it’s all about risk and reward. They don’t buy from people they like. They don’t care how nice you are. They don’t want to be friends. They certainly don’t want to be delighted by your brand. B2B buyers are not selecting a some new WordPress Theme. Enterprise buying cycles are long and compex, requiring a tremendous amount of time and effort from all stakeholders. Buyers want to hedge their bets. They’re looking for “buyer’s insurance” in case these investments go south. Jobs and careers are often on the line.
It’s never about a product or a solution. It’s the business impact of change… now, later or never.
Tell your story or someone else will.