sales Education Related Topics 
Marketing Interactions
OCTOBER 8, 2020
One of the assumptions that marketers and sales reps make when people show interest in your website, content, or booth at a virtual summit or trade show is that they’re buyers. Ultimately, buyers spend only about 20% of their buying process in conversations with sales reps. The Opportunity for Marketers and Sales Teams.
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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Marketing Interactions
MARCH 7, 2022
They don’t need basic education, they need an advanced, more personalized program. In fact, a mix makes your podcast more impactful and less of a blatant sales effort. Content that helps them consider all stakeholders required, how to engage and educate them and how to build consensus comes to mind.
Marketing Interactions
APRIL 26, 2022
We can start by dropping the jargon and the “scripts” of how we think marketing and sales content should sound and just talk to our B2B buyers like the professionals they are—as people. There’s an art form to the “hands-off” B2B content experiences that buyers are demanding as they self-educate.
Marketing Interactions
SEPTEMBER 9, 2021
Discovery is most often considered a function performed by sales reps. But in this context, it’s more about discovery FOR the sales rep, NOT B2B buyers. One of the problems marketing and sales have as B2B buyers’ roles shift is that they start too late in the process. Back to ABM…and Seamless Transitions.
Marketing Interactions
FEBRUARY 8, 2022
Campaigns with the age-old structure of three touches followed by a sales call are obsolete. Their degree of education about the problem and ways to solve it. Until and unless we help them navigate all of this—on their terms—sales opportunities will continue to stall or evaporate. They have been for about a decade.
Marketing Interactions
FEBRUARY 17, 2020
Get rid of the sales pitch and marketing fluff. Sales: Challenges to overcome. Marketing Content: Educational content that primes buyers to recognize the problem; the value of solving it; and what that might look like for them. But for many buyers, the B2B content they encounter is out of context. Provide substance over style.
Expert insights. Personalized for you.
77 
Let's personalize your content