Want to improve your B2B marketing? Understand the New B2B Purchase Process & what it means for your business & customers. Includes research & charts.
Follow these 5 MarketingProfs B2B Forum Tactics to improve your business (even if you didn’t attend the conference)! Put these B2B tactics to work.
“Dealstorming” is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock – “a Swiss Army knife for today’s toughest sales challenges.”
Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done.
The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is.
It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo.
The Challenger Customer unveils research-based tools that will help you distinguish the “Talkers” from the “Mobilizers” in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
The way that buyers buy products and services has been changing for years. Customers are more informed, aware of their choices and smarter about purchasing decisions. Companies that want to survive in this buyer-led digital age have to become much more customer focused or they will wither away.
In Driving Demand Hidalgo provides a guidebook for companies that want to transform, but simply are perplexed by how to change. It is not enough to simply speak about ‘change management’ in an organization. Change management has to begin with a process that is first fully planned providing the details of how people, process, content, technology, and KPIs will be aligned throughout the organization to ensure a common demand generation approach that is federated across the organization.