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Michael Haynes

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The world of B2B has seen major disruptions and is still being shaken up. Things will never be the same going forward. Most professional services firms, technology companies, and financial service firms are concerned they will miss numerous opportunities as our "new world" is being shaped. A big reason why these opportunities will be missed is the result of misguided approaches when it comes to using B2B marketing and sales strategies. To succeed in B2B, having a buyer-centric mindset in everything you do is CRUCIAL. This means identifying and having an in-depth understanding of all the people, titles, and roles involved when a company buys from you. (By the way, the priorities, needs and behaviours of B2B buyers in those roles have now changed as well.) As a result of being thrusted into this “new world” characterised by volatility and ambiguity, B2B buyers are expecting a great deal more than just the features and technology associated with your offering(s). They want confidence in themselves to both make the right decisions and undertake the correct actions including selecting the product and service providers they deal with. Therefore, B2B buyers are now seeking: • Ideas and insights to help them identify new opportunities • Assistance with formulating solution alternatives and making trade-offs • Ongoing guidance and collaboration to achieve desired outcomes To rise to the expectations of the “new” B2B buyer, requires much deeper levels of expertise, skills and knowledge across many topics including Strategy, Business Innovation, Customer Experience, Marketing and Sales all of which are now interrelated. Is your SME struggling with questions such as: • Which markets and business customers to focus on to grow the business? • How to get current B2B clients to spend more? • What are the best ways to business innovate to drive growth? • What are the B2B Marketing and Sales strategies that are right for this company? If so then consider: 1. Joining the Legacy SME B2B Community-visit listeninnovategrow.com/legacy 2. Learn more about my services-visit listeninnovategrow.com/services/ Regards, Michael Call: ✆ +61 2 9056 5087 (Australia) 1-647-490-3425 (Canada/USA) Email: ✉ [email protected] Visit: ☛ www.listeninnovategrow.com

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