Three Strategies to Win More Deals

Struggling to source more deals?

80-90% of B2B buyers have vendors in mind before researching, and 90% choose from their "Day One" list.* 

Want to make the cut? Here's how:

Build on Previous Experience

• Deliver exceptional products/services

• Exceed expectations

• Provide top-notch customer service

Leverage Colleague Recommendations

• Join your target vertical market's community

• Cultivate positive relationships within the vertical

• Satisfied customers = word of mouth

Optimize Your Website

• User-friendly

• Informative

• Valuable content

Specializing your business on a vertical market makes all three easier.

* Based on the Harvard Business Review article "What B2Bs Need to Know About Their Buyers."

Frequently Asked Questions

What does it mean that 90% of B2B buyers choose from their "Day One" list?

That most buyers already have a shortlist of vendors in mind before they even begin actively researching, and the final decision overwhelmingly comes from that initial list, not from options discovered later.

How does previous experience help a business get onto a buyer's "Day One" list?

By delivering exceptional products and services, exceeding expectations, and providing top-notch customer service consistently enough that a business becomes a name buyers already associate with quality before they start shopping.

Why do colleague recommendations matter so much for getting on this early shortlist?

Because satisfied customers create word of mouth within a target vertical's community. Cultivating positive relationships within that community increases the chance of being recommended before active research even begins.

What role does a website play in influencing this early buyer consideration?

A user-friendly, informative site with valuable content reinforces credibility once a buyer does look into a vendor already on their radar, supporting the impression that got them onto the Day One list in the first place.

Why does specializing in a vertical market make all three of these factors easier to achieve?

Because focus allows for deeper expertise, stronger community relationships, and more relevant website content, each of these three levers becomes easier to execute well within a narrower, well-understood target market.