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We see it again and again: professional services sellers misread the real desires and priorities of their buyers, and consequently stumble in the art of closing the sale. The Hinge Research Institute conducts regular research on the professional services marketplace. For our  most recent study , we set out to examine how successful providers cross the perception gap between buyers and sellers. In cooperation with  RAIN Group , we studied over 1500 matched buyers and sellers and analyzed 42 factors that distinguish the sellers who ultimately close deals from the also-rans. The top three factors that correlated with successful sales also predicted buyers’ satisfaction with the purchasing process and intent to continue buying services from the seller. You can think of these three factors as a checklist to meeting professional services buyers’ true expectations. 1. Educate me with new ideas or perspectives Producing educational content for your audiences pulls a lot ...

The B2B marketers have now hit the last quarter of 2017 and it has surely been an eventful year for industrial marketing transformation in Houston. The user experience (UX), big data, smart digital marketing technologies and certainly, the change itself have proven to be big players in the B2B business landscape this year. As we are bending towards 2018, B2B marketers require getting all set to handle what’s ahead in the industrial marketing transformation barring all the unforeseen disturbances. To plan an excellent and effective  industrial marketing strategy in Houston  for your B2B business in 2018, go through the below elucidated five trends and incorporate them in your industrial marketing strategy to acquire leads, conversions and customer connections and engagement. Read on! Check Out the 5 Significant Industrial Marketing Techniques Used by B2B Businesses in Houston: Search Engine Optimization:        ...