An introduction to the B2I market

Encore presentation, Originally aired August 9, 2010 — Peter Long, CEO of MCH, a leading provider of contact databases for state and local government, education and health care.

Topics discussed include the business-to-institution (B2I, as opposed to B2B) market; the differences and nuances in selling to institutions; resources available to marketers seeking to do B2I; how the buying decisions are made at B2I, understanding the cultural differences between buisnesses and institutions; and the need to understand the lingo used in the B2I arena.

Hear about all this and more!