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Dilbert Explains B2B Buying Process: Videos!

The powers-that-be have reminded me that this is supposed to be a SERIOUS blog, and that stuff like Top 10 Sales Tips from the Seinfeld Show distracts from that purpose. With that in mind, here is a series of videos that explain, in six easy steps, exactly how companies make buying decisions for mission-critical B2B solutions.

Step #1: The Customer Sets a Corporate Strategy
Your customer's corporate strategy is the most important determinant of whether they will purchase your offering. Therefore, it is essential to understand exactly how they've set that strategy, which will determine the basic parameters of their business model.


Note: This video has two segments; ignore the second part.

CLICK for step #2 of the customer buying process »


Step #2: The Customer Identifies Business Challenges
Once the customer has determined corporate strategy, executives and employees seek out obstacles that might prevent the successful execution of that strategy. By identifying these problems, they create opportunities for B2B sales.


Note: This video has two segments; ignore the second part.

CLICK for step #3 of the customer buying process »


Step #3: The Customer Determines Budget Priorities
Once you understand the customer's strategy and business model, it's valuable to understand how and why they spend money for various projects. This information helps you position your offering to be purchased more quickly and easily.


Note: This video has two segments; ignore the second part.

CLICK for step #4 of the customer buying process »


Step 4: The Customer Contacts the Vendors
Once budgeting priorities have been set for the identified challenges, the customer contacts vendors to share information and to solicit suggestions for addressing those challenges. This is often a rigorous process, involving significant investment of time and energy.


Note: This video has two segments; ignore the second part.

CLICK for step #5 of the customer buying process »

Step #5: The Customer Presents the Problem to the Vendors
Once the customer has fleshed out the problem and determined that fixing it would be a worthy investment of budget dollars, they call in the vendors to provide vital information. This is where the customer's investment of effort pays off, because the better they can define the problem, the more likely it is that the vendors will be able to find a workable solution.


Note: This video has two segments; ignore the second part.

CLICK for step #6 of the customer buying process »

Step #6: The Customer Makes the Final Decision.
Now that the vendors are informed about the B2B opportunity, they define workable solutions that the present to the customer during a series of sales calls. The final decision is then made, based upon a number of factors, some of which are not related to the original process.


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