(This is a guest post from our friend Matt Osborn over at Apruve, which automates B2B credit programs so you can drive sales and increase profits. )
Generating B2B sales is quite different from getting B2C customers to make a single purchase.
In order to increase profits, you need to cultivate relationships that make customers buy again and again — so they’d spend more while you invest less to make a sale.
Your sales and marketing strategies should create “sticky” customers in a way that doesn’t risk future profitability (e.g., by offering a steep discount.) Play the long game by focusing on the customer experience rather than scrambling for a quick buck with one-off discounts and offers.
The most effective B2B promotion strategies not only generate sales but also increase customer loyalty, customer lifetime value, and sales funnel speed. (more…)
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