Engaging customers is the biggest challenge of a rising and a scaling startup. This is true for every business such as B2C and B2B, yet more difficult to achieve for b2b customers.
B2B Customer Acquisition
B2B customers are a lot more demanding, they are in a sophisticated organization themselves and they deal with complex decision-making processes or purchasing cycles themselves. When working in b2b cases, you do not have one interlocutor, especially for bigger companies. There are many of them. Each meeting that you are having may include different sets of participants and this makes your follow-ups even harder.
Prospecting and cold calling suffer the same way. You do not know if you are dealing with the right profiles that can take you somewhere with your business. You do not know if your messages are relevant. From prospecting to further stages of meeting with customers and follow-up, getting to know your customer profile is often overlooked in a sales cycle. Not much attention is paid to that and as you know. marketing comes with many different faces.
Unfortunately, it is not only the salespeople in your organization to take the blame on when it comes to customer acquisition. This is where the full organization shall be involved. And why is that? Because this is about the answer to a serious question, the one that is related to your company vision :