Process and Purchase - B2B Marketing Zone

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Process

Purchase

CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table

ViewPoint

MARCH 6, 2012

Overall, it requires an understanding of the purchase process from the buyer's point of view. According to a recent CSOinsights 2012 Sales Performance Optimization survey, a mere 11% of sales people have a strong understanding of their customers’ buying process. In the process it increased conversion rates by 136%.

Buyer Personas

Buyer Personas Forrester Lead Ranking Peer-to-peer

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

ViewPoint

SEPTEMBER 24, 2015

As deal sizes get larger you’ll need to start mapping out a larger and larger set of buyer personas. You need to know, for each of your target accounts, who are the specific people that fit your buyer personas? You’ll need to develop content that specifically speaks to the needs and challenges of companies on a one-to-one basis.

Account Based Marketing

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads

Webinars

Sales & Marketing Alignment: How to Synergize for Success

How to Leverage Behavioral Science Insights for Direct Mail Success

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ViewPoint

CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

Webinars

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