Marketing Interactions
MARCH 7, 2022
Better yet, how might you resurrect buying intent? Instead, consider the opportunities that were unable to make a buying decision or those who lost budget or priority. Close to half of buying opportunities result in no decision. And, before we move on, let’s talk about pricing as the reason for the loss.
Marketing Interactions
DECEMBER 21, 2021
Even at the most complex in a B2C purchase—think buying a house. This transaction is still less complex than buying a collaboration technology for a company with 1,000 users where you must gain the consensus of 10 colleagues with different priorities whom you don’t know all that well to make the purchase. Empathy represents emotion.
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Marketing Interactions
MARCH 8, 2017
This means consistently, continuously and across the entire buying process and customer lifecycle. B2B buying – at least in relation to complex purchases – is not decided by one person, but rather negotiated within groups or buying committees. A Look at B2B Buying Dynamics. Yep, I know. But there’s always a caveat.
Marketing Interactions
JANUARY 30, 2017
You can go buy another copy of the book. When things go south, it’s not usually about price. ” Compassion, therefore, needs to be extended to all the stakeholders involved in the buying or renewal process. Telling a continuous story over a longer-term buying process can feel repetitive. But the book is lost.
Marketing Interactions
JUNE 23, 2017
Often, these are seen as late-stage issues, such as, “the price was too high.” But obstacles can happen during any stage of the buying process. Research by CEB found internal buying committees reach their height of conflict 37% of the way through the buying process. Obstacles are whatever could derail the deal.
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