B2B and Disintermediation - Leadership Digital

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B2B

Disintermediation

What Salespeople Need to Know About the New B2B Landscape

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. In fact, B2B buyers report that, compared to other sources of information, these interactions are the most influential in their decision making process: The source considered the least influential is social media. Don’t believe the hype.

B2B

B2B AIDA AIDAS Disintermediation

Making Sense of Owned Media

Harvard Business Review

OCTOBER 10, 2014

Loyalty and reward programs provide this type of context for B2C companies, while strategic account and relationship management programs do the same for B2B companies. Owned media can be used in B2B as well. This requires an ability to capture data and turn that data into value for the customer by combining big and little data.

Media

Media B2B Content Disintermediation

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What Salespeople Need to Know About the New B2B Landscape

Making Sense of Owned Media

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