B2B marketers face unique challenges establishing connections with customers, who are often part of a team that collectively makes purchase decision. In a recent conversation with Direct Marketing NewsBryan Pearson, author of The Loyalty Leap for B2B: Turning Customer Information Into Customer Intimacy and president and CEO of LoyaltyOne, addressed these difficulties, and passionately explained his strategies for successfully building trust and intimacy with B2B customers.
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