Unlock the mysteries of B2B buyer behavior in the latest episode of The Digital Download, featuring Kerry Cunningham. Learn why only a fraction of a buying team engages directly with sales. Explore the under-appreciated role of communities in shaping buyer decisions. Examine the value of un-gated information sharing in the B2B sphere. Discover why early seller engagement doesn't always signify a win and why being first contact can be pivotal.
For those looking to enhance their BDR tactics, Kerry sheds light on multithreading and compensation strategies that prioritize long-term buyer relations over immediate meetings. Kerry's emphasis on engaging with analysts, consultants, and existing customers outlines a comprehensive approach to influencing buyer decisions. Learn why community engagement and peer connections are frequently underestimated in vendor selection.
This episode doesn't just dissect the gap between buyers and sellers; it offers a map to bridge it effectively.
Highlights -
19:54 Buyers spend 8 months researching, consulting others
25:21 Identify serious customers, focus marketing efforts
30:15 Identify non-buyers, engage potential buyers early
49:11 First contact timing influence on buyer response
56:06 Engaging with community builds marketing effectiveness
The Digital Download broadcasts live on Fridays at 14:00 GMT/ 9:00 ET.
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You can find a link to our next scheduled live show at https://DigitalDownload.live
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