Velocity Partners

NOVEMBER 29, 2023

But it’s also the hardest to pull off — you need one clear story that wraps its arms around your platform and your point solutions and signals to customers: “the problem we solve is real, clearly defined, and we’re experts in it.” Focus on what both sets of your audiences want and need urgently. Introduce a fresh spin.

Enterprise Management 83

Enterprise Management Work Management Marketing Management Buy 83

Seismic

OCTOBER 28, 2021

In this new normal, buyer engagement consists of social selling, Zoom calls, and remote presentations. A buyer in 2021 starts their day at a desk, most likely in their home office. A buyer journey that previously started at an industry conference now begins on LinkedIn and consists of review site searches and case studies.

Work Management 52

Work Management Marketing Management Buyer's Journey Sales Cycle 52

Kaon

JULY 23, 2018

Today’s sales teams need a strategy, strong communications and up-to-date technology. With the right strategy, a salesperson can act with a plan: communicating product value and differentiation clearly and concisely. Understanding multi-buyers’ needs. Whatever the challenges, there are solutions to solve them.

B2B Sales 113

B2B Sales Work Management Marketing Management B2B Marketing 113

The ROI Guy

FEBRUARY 20, 2019

The bad news for B2B sales cycles everywhere is that 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success.

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

The ROI Guy

SEPTEMBER 22, 2014

Many times, when organizations try to articulate the differentiating value of their solutions, they start with a “solutions first approach”, communicating each feature they perceive as a differentiator and the value these features might deliver. Engage too late and price may be the only differentiator there is.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

Ambal's Amusings

AUGUST 27, 2010

"Effective content for either technical or business buyers needs to address issues that keep them awake at night" Tom Pick's Bio. Those that manage innovation most effectively not only grow faster than their peers but are also more profitable and have stronger competitive differentiation.

Work Management 100

Work Management Marketing Management B2B Business 100

The ROI Guy

JANUARY 25, 2011

This results in information overload, with low response rates, a slower buying process and lack of competitive differentiation. Based on responses to profile questions the white paper is personalized to analyze the buyer needs and present relevant and personalized results.

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40