In B2B selling a sales rep may not meet a prospect face to face until they are well into the later stages of their buyer's journey. So when it comes to the crunch, the sales rep needs to be able to identify straight away what type of buyer role the prospect has taken up, and cater communication to their specific concerns. In this SlideShare we explain how a sales rep can get their deal across the line by exploring the top four buyer roles and what's important to them.
Understanding the buyer’s journey sits at the heart of good B2B Marketing. Marketers should allow the buyers journey to inform every action, every campaign, and every piece of content. Download our ebook ‘The Buyer’s Journey’ to learn more about how to identify, attract, engage and convert buyers into loyal and happy customers.