- B2B Marketing Design: a practical guide that organizes field experience and processes from B2B sales and marketing for leading global IT companies such as TSMC into 10 steps.
B2B Marketing Design BEST
Field-tested experience and processes from B2B sales and marketing for leading global IT companies such as TSMC. The author distills B2B sales and marketing, with its highly varied deal structures, into a 10-step process and presents the knowledge needed at each step: from customer search to contact and negotiation, delivery, and ongoing account retention. In one volume, it summarizes what you need to know in a sales environment where personal connections, social maneuvering, and entertaining no longer work.
| Country of origin | Korea |
|---|---|
| Manufacturer | Good Habits Institute |
| Author | Jonghyuk Kim |
| Size | 139 × 211 × 18 mm |
| Pages | 232 |
| Publication date | April 1, 2025 |
About the Book
Product Information
| Title | B2B Marketing Design |
|---|---|
| Author | Jonghyuk Kim |
| Publisher | Good Habits Institute |
| Size | 139 × 211 × 18 mm |
| Pages | 232 |
| Contents | Single copy |
| Publication date | April 1, 2025 |
Table of Contents
Part 1 · B2B vs. B2C
- Understanding B2B and B2C
- Understanding the B2B Process: The Buyer (Client) Perspective
- Understanding the B2B Process: The Supplier (Manufacturer) Perspective
Part 2 · The B2B Process
Step 1. Customer DiscoveryEnvironment analysis / PEST analysis / Identifying industries and application fields / Company analysis / STP analysis / B2B market size analysis / M/S, SOW / Advertising in B2B marketing / B2B marketing (sales) managers as ’doctors’
Step 2. Customer ContactBuying center / Purchasing organization / Client contacts / Personas and empathy maps / Persona use cases / Buyer–seller similarity / 3 types of B2B distribution / Types of distributors / Role of distributors / Distributor management
Step 3. Understanding Customer NeedsWhat sets B2B customers apart / The buyer’s personal motivations / Pain points by buying center / B2B customers as “amoebas” / References
Step 4. Product DevelopmentDevelopment cases / Quality cases
Step 5. Quotation / Value PropositionB2B value proposition / B2B pricing proposal / Switching costs / Gatekeepers
Step 6. Customer FeedbackPricing and after-sales service / Capacity and TRM
Step 7. NegotiationNegotiation strategy / why power matters
Step 8. Product Testing
Step 9. Customer OrdersPurchase types / Delivery lead time
Step 10. Customer ManagementCompetitor counterattacks / Resolving defects
FAQ
Key Takeaways
What is B2B Marketing Design about?
A practical guide that distills hands-on B2B sales and marketing experience with leading global IT companies such as TSMC into a 10-step process.
Who is this book for?
A practical framework for B2B sales and marketing professionals and corporate training managers.