Corporate Visions
AUGUST 6, 2020
Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. In 2012, CEB noted that B2B buyers weren’t contacting suppliers directly until 57 percent of the purchase process was complete. Then, several years ago, it all started to change.
Jermaine Edwards
APRIL 3, 2020
This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile. Selecting the right team and identifying those resources makes a big difference. Two – VUCA Decision Making. Identify the exact problem you need to solve.
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SBI Growth
FEBRUARY 3, 2013
It’s THE way to make connections.”. have held director-level or above positions (source: LinkedIn Ad Platform, 2012). These are the decision-makers you need to access. Research your customer’s entire network to find the decision-makers. The Customer Decision-makers. Supplier, vendors, channel partners.
SBI
SEPTEMBER 25, 2013
That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. According to recently published research from MarketingSherpa’s 2012 Lead Generation Benchmark Report, “the creation and distribution of unique, engaging content is becoming increasingly critical to the success of any online outreach program.” [2].
Jeffrey Gitomer
APRIL 21, 2011
The correct question to ask is: How will the decision be made? This tactic actually has a negative effect on the buyer and makes the salesperson work twice as hard to prove himself and usually at a lower price (and a lower commission). Why ask a question that breeds misleading information? Share this Post. Trackbacks.
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