In the B2B arena, selling to just one audience is like trying to win a cricket match with only a bowler—you’re playing short-handed. Real success demands a squad approach
Why B2B Success Requires Targeting Multiple Audiences
In the B2B arena selling to just one audience is like trying to win a cricket match with only a bowler—you’re playing short-handed. Real success demands a squad approach, because B2B decisions rarely rest on a single pair of shoulders. Let’s break it down.
1. Buying Committees Rule the Game
Today’s enterprise deal isn’t a handshake between two people; it’s a committee sport. Finance wants cost control, IT wants seamless integration, end-users want an easy interface, and leadership wants measurable ROI. If your messaging only woos one of them, someone else will veto the deal.
