‘Value Marketing’ in B2B
B2B marketing is not the same as B2C.
In the B2C environment, USPs can be honed down to a single, sharp slogan: ‘Whiter than white’.
B2B can’t do that because one size does not fit all:
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there are more influences at work in a B2B market than there are in B2C
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buying motivators are different and more varied in B2B
Value Marketing is an approach that uses a set of analytical tools to identify:
- How B2B products and services create Value
- How Value motivates buying within B2B markets
Marketing activities can then be focused on delivering bottom line results by achieving two objectives:
Read more about Value Marketing:
What is Value? The five B2B buying motivators The role of Value in B2B marketing
Is marketing achieving its two objectives? Making B2B marketing work
