Let’s be real: selling long-term B2B subscriptions isn’t exactly like selling candy to kids. It’s more like trying to convince a skeptical cat to take a bath—and then sign a 12-month contract saying they’ll do it every week.
Yep, it’s hard. But why exactly is it such a mission? Let’s break it down, one frustratingly elusive business lead at a time.
Who Are These Mysterious B2B Subscription Customers?
Imagine a creature that’s part CFO, part IT wizard, part procurement guru—and allergic to risk. That’s your typical B2B subscription buyer. These folks don’t swipe right on a whim. They do research. They compare options. They have meetings about meetings before making a decision.
They’re not just looking for value; they’re looking for predictable, scalable, ROI-generating value—with a warranty, a roadmap, and probably a free onboarding webinar.
The Three-Headed Dragon: Finding, Engaging, Retaining
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