B2B Marketing & Sales have changed
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Transcript of B2B Marketing & Sales have changed
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HAVE
MARKETING& SALES
B2B
CHANGED
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10-15 years ago B2B sales used to be
Buyers expected to get informations from Sales Rep
Meet the customer before any competitorClose the deal
Discover his needs
Discover influencers recommenders decision makers
Show them the benefits of your
solution
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withinformation
available
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TheINTERNET
TRADESHOWNEW is
the
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B2B Buyers
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B2B"Buyers share contentwith colleagues
Source : http://j.mp/content4demand-infographic
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4
Number of Influencers in Enterprises Increased
Q. Please estimate the total number of people, on average, involved in influencing major enterprise technology purchases within your organization. Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2014
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Today Buyer’s Journey
spotONvision infography (adapted)
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Today Buyer’s Journey
70% of his journey before talking to a sales rep 30% remaining time
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KingContent is
So
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as a bait
Content works
leads
BLOG
BLOG B
LOG
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MEDIA & CHANNEL
the Buyer uses
VALUABLE
For the BuyerThat solve their problems and help do their job better
RIGHT TIME
In the Buyer’s JourneyAwareness!Consideration!Purchase
PROVIDING CONTENT TO THE BUYER
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MEDIA & CHANNEL
the Buyer uses
VALUABLE
For the BuyerThat solve their problems and help do their job better
RIGHT TIME
In the Buyer’s JourneyAwareness!Consideration!Purchase
Vendor web site
Info graphics
PROVIDING CONTENT TO THE BUYER
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