Hubspot Sales
SEPTEMBER 12, 2024
Like most modern buyers, I had already done a wealth of research leading up to my decision, and nothing the salesperson said was going to make me walk away with anything other than the brand and model I showed up to buy. A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S. Table of Contents What Is a B2B Buyer?
Strategic Account Management Association
DECEMBER 3, 2020
Only by making astute observations will you uncover potential new sources of value. Make sure your internal stakeholders understand the value your program brings to customers and, through them, to the firm. O’Leary’s advice: Projects with the best “story” will be funded and resourced first. Agility is the new stability.
Sales Gravy
MARCH 25, 2025
Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you. Make phone calls the first touch whenever possible, not a generic email.
Hubspot Sales
AUGUST 20, 2024
Imagine having to actually make a buying decision purely by shopping through the toothpaste aisle. Over the last decade in B2B, I’ve been on both sides of the equation as a seller and a buyer, and I can promise you that it’s a huge problem there as well. The human brain is designed to make decisions.
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“B2B buyers spend just 15% of their time interacting with brands before making a purchase decision” (Gartner). That means B2B marketers miss out on 85% of a buyer’s journey! How can B2B marketers reach active buyers sooner in the sales cycle and influence their purchase decisions?
Holden Advisors
SEPTEMBER 21, 2021
Imagine if you could banish “no-decision” from your sales funnel. They build a shared vision around the ability to address a compelling business need or market opportunity and build the scaffolding of commitment to make this vision a reality. In essence, divergent thinking is the antidote to “no decision.”. They sell potential.
Mike Kunkle
APRIL 8, 2023
Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) This level of qualification is a reality check that often occurs during or soon after discovery.
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Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and, what’s more, they have little interest in being so.
Speaker: Ruth Stevens, President of eMarketing Strategy
As a B2B marketer, lead generation is likely your Job One. But guess what: It’s after the sales team has gotten into the act where marketing can have an even bigger impact on results. During this webinar, you’ll learn: The nature of the buying group and how to reach the individual members.
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