Marketing Interactions
MARCH 7, 2022
Can’t determine the differences between vendors to validate and justify a choice. They don’t need basic education, they need an advanced, more personalized program. If you now have it, this is a great time to tell them and validate what outcomes it will bring for them. Email Copy: Short, concise, and personalized.
Marketing Interactions
FEBRUARY 7, 2020
There is an argument (and research) that proves the validity of just-in-time learning vs. just-in-case learning. What if your small content helps them address concerns and have better conversations that help them resolve the conflicts of the beliefs each person in the buying committee brings to the table?
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Marketing Interactions
SEPTEMBER 26, 2022
The person/role you used to primarily engage with is now removed from the evaluation process, only stepping in at decision time. If you’re not sure you’re targeting the right buyer personas, start by asking your sales reps to identify everyone involved in won deals – even if they didn’t interact personally with them.
Marketing Interactions
MARCH 25, 2023
Positive messaging that creates a sense of safety, validation, confidence, or success can improve message receptions and speed up decision making. Speak to them personally. Creating positivity also helps buyers focus on the benefits of acting more so than will talking about the potential risks.
Marketing Interactions
SEPTEMBER 20, 2018
If the value your solution provides is not easily quantifiable, marketing can help to make it more tangible by showing customers how to validate it for other internal stakeholders. Interactive content and personalization are two tactics that are high on marketers’ goals lists. Avoid Unpleasant Surprises at Renewal Time.
Marketing Interactions
JULY 31, 2022
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. Helping us identify Step Backs – more than ¾ of buyers will return to earlier-stage learning to re-validate as they acquire new knowledge. Indicating the difference between interest and intent.
Marketing Interactions
MARCH 22, 2022
Need: This one is still valid. Just one person from the account, or is a group forming? Do you think the team will do that if they’re not treated like VIPs by the vendors they consider? Is having the authority to make the buying decision keeping you from opportunities you could otherwise win by making the cut? Vendor-focused.
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