First Take | B2B Buying Process – Navigation
I just finished reading Marty’s latest B2B Buying Process report about how to optimize site navigation for B2B buyers–and the results are surprising. The bottom line? We’re all working harder than we need to. And all of those clever navigation techniques aren’t really help...
Continue Reading →Hitting a B2B Navigation home run: Three things you should do this year
One of the things I’ve always wanted to do is to map which parts of a Website directly contribute to revenue generation—and which parts might be important, but don’t really move purchases down the field. My reasoning is simple. If teams could laser focus on the activities th...
Continue Reading →Twitter for Business — Part II
Ok, I need to come clean. Until recently, I haven’t really gotten my head around the whole "social media for business" thing. Then the light dawned when I was writing a new report about the B2B buying process. Properly targeted, social media can give a company the inside edge....
Continue Reading →Why social networks, communities, and Web 2.0 aren’t B2B shotguns
April 07, 2010
B2B buying process, B2B selling, Communities, eSelling, Marketing, podcast, Social Media, social network, Strategy, video, Web 2.0, webinar
The B2B buying process hasn't changed in 30 years. But new social networks, social media, Web 2.0, and communities are changing the B2B selling game. ...
Continue Reading →Is your support zone costing you customers?
Most IT vendors operate their online support zones as cost avoidance vehicles. Here, the theory is simple. If the company can get customers to find their own answers online, they can eliminate expensive support calls. In the companies we track at siteIQ, that can translate into boatlo...
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