The key to success in the B2B market is having specially trained research staff who understand the nuances and challenges of working exclusively with B2B clients.

1. 5 B2B Research
Questions to Ask
Yourself
www.tti-global-research.co.uk
1. DOES THE RESEARCH DESIGN
WORK FOR YOUR CUSTOMERS?
Developing an effective research template
relies on understanding the unique factors at
play in a B2B decision-making unit.
2.WHAT IS YOUR RESEARCH
OBJECTIVE?
B2B research should support a strategic
business need - understanding specific market
challenges or testing customers’ response to a
new product or service.
3.WHAT DOES YOUR
CUSTOMER LOOK LIKE?
Making sales involves interacting with multiple
personnel, each with their own role, agenda and
strategic priorities. Find out who you need to
target.
4.WHAT ENVIRONMENTS DOES
YOUR CUSTOMER OPERATE IN?
Every buying scenario is different and is often
subject to an intricate evaluation matrix. The
challenge for researchers is uncovering what
this matrix looks like from the perspective of
each B2B customer.
5.HOW DOES YOUR CUSTOMER
LIKE TO INTERACT?
Many B2Bs are busy multi-channel operations –
finding the right interview method that works for
them is important to maximise the response
rate.
(Before asking your customers)
The key to success in the B2B
market is having specially trained
research staff who understand the
nuances and challenges of working
exclusively with B2B clients.