The Challenger Customer •New Realities of B2B Buying and Selling by Dan Roberts

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The document discusses overcoming obstacles when selling into a young market. Some challenges include infrastructure limitations, requiring customer education as the market is developing, and lagging legislation. It also notes that naysayers are inevitable. However, persevering can lead to success, such as getting an early big sales win, using data-based sales, diversifying lead channels, being a thought leader, clearly painting the return on investment picture, doing heavy lifting for customers, and being relentless.

Overcoming obstacles when
selling into a young market
•Many factors will be out of your control

Underdeveloped markets
have many obstacles

Reach affluent shoppers at the last opportunity to influence the buying decision using our portfolio of 100 quality shopping malls with a combination of digital, static, portrait and landscape media. 25 of our malls feature in the top 100 (TWR) and our hero sites include Bluewater, The Bullring Birmingham and Liverpool One. Our malls offer the opportunity to reach a combined footfall of 37 million every 2 weeks. 42% of visitors are aged 16-34 and average spend per visit ranges from £50 – £150 per mall. The average dwell time for shoppers is 95 minutes giving you plenty of time to influence your audience.

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