A hierarchy of business to business needs

If you’re selling a product or service to a business–to a non-owner–consider this hierarchy, from primary needs on down.

In most large organizations, nothing happens unless at least one of these needs are met, and in just about every organization big enough and profitable enough to buy from you, the order of needs starts with the first one and works its way down the list.

Seth Godin

Full Story: http://sethgodin.typepad.com/seths_blog/2012/05/a-hierarchy-of-business-to-business-needs.html?utm_source=feedburner&utm_medium=feed&utm_campaign=Feed%3A+typepad%2Fsethsmainblog+%28Seth%27s+Blog%29