How to make strong connections with B2B buyers

03/29/2012 | iMedia Connection

Connecting with business-to-business customers has gotten harder, but there are some techniques companies can use to address the issue, Tony Zambito writes. For example, one key tactic is the use of buyer modeling, he writes. "Buyer modeling incorporates the elements of attitudes, beliefs, values, goals, perceptions, needs, and motivations," he notes.

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