Marketing Interactions

SEPTEMBER 26, 2022

These events in your target markets can quickly make your messaging irrelevant, rendering your marketing programs and sales plays ineffective. Further, the downsides of regret are many, including slower buy cycles, frustrated teams, and lower retention or growth for those accounts. Buying committees are getting bigger.

Ideal Customer Profiles 80

Ideal Customer Profiles Buyer Personas Marketing Analytics Tools B2B 80

Marketing Interactions

AUGUST 8, 2021

“Sellers use their sales process to place solutions.”. Buyers use their buying decision process to figure out how to resolve their problem with the least disruption.”. The other is a change management initiative with individualized criteria sales reps lack insight to. They are sales-driven, not buyer-driven.

Buy 62

Buy Work Management Lead Ranking Marketing Management 62

Marketing Interactions

JULY 31, 2022

Sure, you may get engagement on a one-off basis, but unless your sale is transactional, you’re also giving up the depth required for a complex sale. The number of touchpoints has increased (up to 27 per person, per Gartner) and only 3% want to speak to your sales reps for education. This also holds true for sales.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

Marketing Interactions

DECEMBER 26, 2016

Corporate Visions recently surveyed more than 400 B2B organizations to find out how one statistic is creating challenges at the intersection of content strategy, sales enablement, and lead conversion. But what I really want this report to help marketing and sales practitioners come to terms with is the consistency gap.

Conversion 82

Conversion B2B Top of Funnel Stats 82

Marketing Interactions

APRIL 18, 2019

For those of us who sell outcomes based on a complex sale, we really need to embrace simplicity and clarity. Complex Buying Processes Require Small Shifts. If your buying cycle is 6 months, buying is obviously not the shift you’re looking for out of the gate. Small steps.

Buyer Personas 119

Buyer Personas Buying Cycle Case Studies Case Study 119

Marketing Interactions

AUGUST 24, 2021

Think about what your buyers have already gone through before they engage with your sales reps. There’s a reason statistics exist that verify buyers push sellers back to the end of the buy cycle and only spend about 5% of that time engaged with your sales rep. We need to. They’ve got work to do. Jobs to complete.

B2B Thought Leadership 62

B2B Thought Leadership Thought Leadership B2B Gartner 62

Marketing Interactions

OCTOBER 5, 2022

Just as your marketing programs nurture net-new buyers across lengthy buying cycles, retention programs must kick in after onboarding and continue across the customer lifecycle. And finally, as RevOps adoption grows , alignment between marketing, sales, and customer success will only get stronger.

Ideal Customer Profiles 62

Ideal Customer Profiles B2B Marketing Enterprise Management Work Management 62