xiQ

AUGUST 8, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. Rather than moving sequentially through a funnel, buyers actually work through four parallel streams to make a purchase decision.

Sales Management 62

Sales Management Work Management Marketing Management AIDA 62

xiQ

AUGUST 8, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. Rather than moving sequentially through a funnel, buyers actually work through four parallel streams to make a purchase decision.

Sales Management 48

Sales Management Work Management Marketing Management AIDA 48

Heinz Marketing

FEBRUARY 8, 2021

And in B2B, there’s this asymmetry where a good purchase, a good decision, helps your company, but a bad decision can cost you your job. That asymmetry, I think, ultimately leads buyers to really have fear and other kind of… Negative emotions dominate the B2B buying process. You have to know what you’re trying to do.

Account Based Marketing 98

Account Based Marketing DemandBase Marketing Automation Services Top of Funnel 98