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.
Varuna Vaswani, on May 21, 2014
Your marketers are typically capable of producing good marketing material. From website content, blog articles, social media updates, online advertisements to emails, surveys, newsletters, brochures and eBooks. As a business owner you review the material and most of the time you’re happy with what they’ve produced. It is well designed, it has your brand name and logo, it describes your product / brand clearly and it is interesting. You believe your company has produced a great piece of marketing material. But there’s one problem: this material might not be good enough for your buyers.
Lead generation is a key role of B2B marketing in today’s increasingly competitive business environment. Of course, in such an environment, the race to generate leads is always on, and marketing is always faced with challenges in generating the right amount of high quality leads.
As a business owner, you don’t know as much as you need to in order to market your business successfully, that’s why you hired a Marketing Director. But sadly, even in-house Marketing Directors may not be the best move - some of them are stuck in their ways or not aware of current developments.
Sam Elliott, on Feb 11, 2014