I heard it with my own ears. Right here in Nashville at SiriusDecisions’ annual summit. After surveying more than 1,000 B2B execs this year, the big brains at SiriusDecisions announced this morning that B2B buyers interact with sales reps during every phase of the buyer’s journey – yep, even during that famous first 67% of the journey that takes place digitally. So, it turns out that digital buying behaviors are not squeezing out the role … [Continue reading]
Buyer’s Journey
How to unlock the selling power of your company’s knowledge
You’ve got some incredibly smart people working for you. But you may be missing an opportunity to use their knowledge to drive more sales. The vast majority (87%) of B2B buyers say online content impacts their vendor selection.* To gain more influence over these buying decisions, you’ve got to find a way to draw out the expertise locked inside the minds of your subject matter experts (SMEs) and convert it into compelling content. But how? … [Continue reading]
Don’t let your prospects go online without you
A staggering 67% of the B2B buyer’s journey now takes place online.* The very first step a new prospect takes is an online search. This doesn’t mean your flesh-and-blood sales reps are locked out of 2/3 of the buyer’s journey (that’s a marketing myth). But, it does mean that prospects will be collecting all kinds of opinions, advice, information, and misinformation online. A lot can happen during that 67% of the journey without you. Here … [Continue reading]