Doing Business B2B? At Least 9 Things You Can Learn from Waiting for Your Cat to Bark?

Happily, emerging media expand the opportunities for business-to-business (B2B) interaction. That's something to celebrate! But when you operate in the B2B world, your concerns are substantially different from the concerns of those operating business-to-consumer (B2C), right?

Right??

Waiting for Your Cat to Bark? explains the importance of evaluating your business environment in terms of your sales topology. The book profiles a systematic way to create persuasive systems based on the ability of your online and offline channels to answer three questions that create the foundation for the Persuasion Architecture™ process:

  1. Who are you trying to persuade to take the action?

  2. What is the action you want someone to take?

  3. What does that person need in order to feel confident taking that action?

In Waiting for Your Cat to Bark? you will learn:

  • How the buying decision process works in an emerging media marketplace

  • How the complexity of your sale affects the information your customers require

  • How customers frame their questions

  • How well-documented personality traits influence customer behavior online and offline

  • How the various touch points within your business affect each other

  • How to anticipate the different angles from which customers approach your business

  • How to satisfy the different motivations and emotional needs of your audience

  • How to address buying decisions that require group consensus

  • How can you start implementing Persuasion Architecture techniques in your business

Waiting for Your Cat to Bark? presents Persuasion Architecture as a proven, evolutionary new context for marketers, sales people and business executives to apply a unique methodology that provides a necessary framework for preparing businesses to manage and respond to the demands customers place on them.

By aligning the selling process to the customers' buying processes, Persuasion Architecture makes it possible for businesses to integrate their multiple channels of influence, strengthening the coherence of both their message and their brand. If you start applying these principles to your business, even in incremental stages, we guarantee you will see better results-not just by percentages but by multiples!

Volume 134: 7/1/06


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