How to Influence Today’s Self-Educated Buyers

Historically, the marketing channel and content selection process was driven by a “best-guess” approach. In almost every case, marketers worked with publishers to identify media whose purpose was to attract a target audience. Marketers would purchase advertising, email blasts, customized media placements, sponsorships, and other offerings to reach their target audience with the hope of

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How Has B2B Buying Changed?

Is your organization struggling to close sales? Is your sales cycle increasing? Chances are – you’re feeling the effects of a changing B2B buying process. How Has B2B Buying Changed?  CSO Insights states three ways: (1) Access to information: Buyers have tremendous access to info. Why? Social media among peers. Content marketing from vendors. Forrester stated, “$10B

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Becoming Buyer First for Business Growth

“76% of marketers feel they know what their customers want yet only 34% have asked customers.” [briansolis.com] What about you – have you spent some time talking with your customers? Not about how satisfied are they with your solution. That’s good but it’s not powerful. No – have you asked the individuals of the buying

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Become Your Buyers Expert Advisor

A majority of B2B buyers purchase a product or service, like yours, maybe once a year. It could be more frequent or even less. However, your company is probably selling hundreds to thousands of your products or services in the same time frame to many, many buyers. Who better understands the “ins and outs” of

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Is Sales Reaching the Entire Buying Group?

80% of buying decisions involve a VP at some stage, but only 10% of CRM opportunities include an engaged VP [source: CORPORATE VISIONS]. Is your B2B sales team considering and, even further, connecting with all of the influencers and decision makers (the buying group) within your prospects’ organizations? Unfortunately, it’s common that key influencers are

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Customer-Centric Companies are 60% More Profitable

63% of CEOs see rallying their organizations around the customer as one of the top three investment priorities this year, according to PWC. And it makes why. “Customer-centric companies are 60% more profitable compared to companies that are not focused on the customer,” (source: eConsultancy.com.) Today’s modern buyer carries more power than ever before. The

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Mind the Seller/Buyer Perception Gap

“80% of organizations believed they delivered a “superior experience” to their customers; however, only 8% of customers felt the same way.” This frightening seller/buyer perception gap was uncovered by Bain which it described as the “delivery gap.” Further revealing, “almost 65% of prospective B2B buyers walk away after multiple touch-points with a company frustrated by inconsistent

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73% of Sellers Lack Experience Buyers Want

“73% of sellers don’t naturally have the skills to create the experience that buyers want”, according to CEB Global. Further, it found, “the sales experience drives 53% of customer loyalty — more than all other loyalty drivers combined.” Today’s buyers are looking for salespeople who bring unique and valuable perspectives when they are considering a

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Times Have Changed for Businesses

Times Have Changed “Marketing as we know it for the last 100 years has been all about helping sellers to sell. Now a new and very different win-win system of buyer-centric marketing is emerging.” — Alan Mitchell As a small or midsize business, you’re facing different challenges compared to Fortune 1000 companies and the Top

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B2B Buying Process Has Changed – Are You Adapting?

Getting appointments with prospective buyers is more challenging than ever AND it’s getting costlier. The B2B buying process has changed. The traditional and more direct approach to selling whether knocking on doors or cold-calling, are failing. For many CEOs and VP of Sales, the statement, “what got you here; won’t get you there” is quickly

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