By Marguerite Zimmerman

Intangibles Create B2B Value

Pinpointing the intangibles that your customers value so much that they will pay a premium for them, requires a deep understanding of what your customer values At times the intangibles may be obvious and, at other times, hard to discern as they are subjective values

These subjective values are typically driven by the emotional drivers of the buyer or buyers or the organization What is it they are most keen