According to sales expert Robert Minskoff, here is what B2B buyers really want from their vendors:
* A relationship that embraces trust and reliability.
* A great product backed by great service.
* Recourse: knowing that when things go wrong, you will handle it as the customer would want you to.
* Availability: when they need you, the customer can find you. How responsive you are to their calls and e-mails will dictate your entire relationship.
"So go ahead: blog, tweet, and post," says Robert. "But be aware that there is still a large segment of the B2B buying population that places very little importance on that type of content. Selling is a human interaction. Be human."
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