how to sell more products online

How To Sell More Products Online (B2B)

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An article from the Harvard Business Review stated that it’s time to “rethink the 4 P’s of marketing”.

We’ll cover what Richard Ettenson (Professor at Thunderbird School of Global Management) suggested to help B2B (and B2C) firms sell more.

You can watch the “How To Sell More Products Online” on Youtube:

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Here is the new approach to the traditional marketing mix:

PRODUCT

Instead, focus on SOLUTION.
Define offerings by the needs they meet, not by their features, functions or technological superiority.

PLACE

Instead, focus on ACCESS.
Develop an integrated cross-channel presence that considers customers’ entire purchase journey instead of emphasizing individual purchase locations and channels.

PRICE

Instead, focus on VALUE.
Articulate the benefits relative to price, rather than stressing how price relates to productions costs, profit margins, or competitors’ prices.

PROMOTION

Instead, focus on EDUCATION.
Provide information relevant to customers’ specific needs at each point in the purchase cycle, rather than relying on advertising, PR and personal selling that covers the waterfront.

B2B marketers who continue to embrace the standard 4 P’s model and mind-set risk getting locked into a repetitive and increasingly unproductive technological arms race.” – Richard Ettenson

Use the S.A.V.E framework instead as the centerpiece of a new solution-selling strategy.

About 

Entrepreneur Magazine says Jon Rognerud is one of the most sought-after SEO and Digital Marketing Experts for Small Business. He is famous for his high-return and passionate approach to optimizing websites and integrated marketing solutions that brings process, profits and brand loyalty...without wasting time. His brand NEW website optimization book, "The Ultimate Guide to Optimizing Your Website" from Entrepreneur Press/McGraw-Hill is in bookstores now. Act fast, and get my free traffic guide here. To receive future updates, Click HERE to subscribe to our mailing list

About The Author

jon rognerud

Entrepreneur Magazine says Jon Rognerud is one of the most sought-after SEO and Digital Marketing Experts for Small Business. He is famous for his high-return and passionate approach to optimizing websites and integrated marketing solutions that brings process, profits and brand loyalty...without wasting time. His brand NEW website optimization book, "The Ultimate Guide to Optimizing Your Website" from Entrepreneur Press/McGraw-Hill is in bookstores now. Act fast, and get my free traffic guide here. To receive future updates, Click HERE to subscribe to our mailing list