B-to-B Print Sales Survey

To gather the best practices on selling B-to-B print advertising in a time of change, we are asking American Business Media members to fill out the following questionnaire. This survey will only take a few minutes and your individual response will be kept anonymous. Our goal is to bring together the best thinking and practices on how B-to-B print is being presented today.

Thanks for your support.
Sincerely,
 Josh Gordon
 American Business Media
Publishers' Committee

1. Which best describes your title?









2. Please check the category/industry(s) that you serve:
















3. Approximately how much of your organization's revenue now comes from online versus print sales?


4. Sales approaches now used, and approaches you would like to see measured.
Please check the approaches you or your organization NOW USE to encourage investment in B-to-B print. Please check the approaches you think would help your print sales if they were measured in contrast to other media. Please check all that apply.

I (we) now tell advertisers they should invest in B-to-B print because it...

Now use Like to see measured
is a tangible ad media
is a transportable media
is the marquee of all media, the one everyone sees
drives web traffic from offline
time shifts your message
gets saved for reference
“feels” real
can transport something physical (insert, brochure, CD)
is a media where thoughtful reflection is possible
has pass along readers
is credible
has high quality graphics
is a good place to analyze information
has high reader involvement
has a less cluttered ad environment
is the medium where most readers actually like the ads



5. Actions resulting from print
From feedback from your advertisers, which ONLINE actions are taken as the result of readers seeing PRINT advertising?









6. Competitors to B-to-B print
When you or your sales staff make calls, which of the following media are mentioned as competition for your PRINT ad dollars?




















7. Online competitors
When you or your sales staff make calls, which of the following media are mentioned as competition for your ONLINE ad dollars?




















8. Persuasive elements
When you give persuasive presentations, which of the following persuasive elements do you use? Which one is THE most persuasive? Please check all that apply:
use often the ONE (1) most persuasive
new idea
inspiration
making a financial case
facts
emotional appeal
getting competitive/comparative
changing a perception
getting audience deeply involved
creating excitement
offering a solution
building trust
telling a story
humor
overcoming anger/hostility


9. Your opinion
Considering the online options our advertisers now have, how can we best advocate B-to-B print?

Publishers we need your help.
Using the information obtained from this survey we will be developing another survey to be sent to B-to-B magazine READERS. Our goal will be to ask readers, from a variety of industries, how B-to-B print comparatively fits into their reading habits. You can help us advocate B-to-B print by volunteering to distribute this reader survey in an e-blast. If you would be willing to help please share your contact information below:
Thank you.
 Josh Gordon
American Business Media
 Publishers' Committee
10. Help with an e-blast
Donate an e-blast or post for a survey to your magazine's readers

Thank you