content changes everything
Post on 11-Nov-2014
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Strategy, insights, and trends
in the B2B space
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• 67% of the B2B buyer journey is now done digitally –
senior officers included
• Peer to peer references and COIs are important in the
short list and buying decision
• 86% of business buyers engage in some form of social
media activity for work purposes
• Information workers spend >30% of time daily online
seeking info to do their jobs
• Consumer intimacy important: “Show me you know me
and demonstrate value”
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References: Sirius Decisions and Forrester Research
AWARENESS
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CONSIDERATION RELATIONSHIP
CUSTOMERS AND INFLUENCERS – INTERNAL AND EXTERNAL
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“The hunter has become the hunted.
Buyers are more informed and seek
information independent of sales.
How sales people want to sell has little
impact on how buyers are choosing to buy.” Source: SiriusDecisions, “Marketing Needed for Sales 2.1”
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Sales Presentations Product Information
Service Profiles Features and Benefits
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BRAND PRODUCT CLAIMS SERVICE PROMISE
NATIONAL PROMOTION
IDENTIFYING LEADS CLOSING DEALS
RELATIONSHIP MANAGEMENT LOCAL REPRESENTATION
MARKETING SALES
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“We know what clients want, why don’t THEY use what we make!”
“We know what clients want, why don’t THEY
make stuff we can use!”
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“The sales rep must prepared to
discuss the buyer’s specific
business – yet 31% of sales reps
are not prepared with even a basic
level of Web-available information
before taking a buyer’s valuable
time.” Source: IDC, “Sales Enablement and the Year of the Sales Rep.”
AWARENESS
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CONSIDERATION RELATIONSHIP
CUSTOMERS AND INFLUENCERS – INTERNAL AND EXTERNAL
• Clients are engaged long before you are in the
room.
• Your offering is judged and evaluated by more
people than you will ever meet.
• More complex: multichannel, multi-device, mobile.
• Clients are demanding more bespoke,
personalized and social interactions.
• Forces us to create content that truly serves
clients’ needs.
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I need to reduce my overall real estate costs
Talent retention is a concern for me – how can I help employees optimize work-life balance?
How do I support more devices and operating systems without adding to my head count?
COO
CIO
HR Director
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Do I have the info I need to support this decision in the C-suite?
When asked for input on this initiative, do I have the info to support this change?
Do I have the info to champion this initiative? Do I have the info to choose the right partner?
COO
CIO
HR Director
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I downloaded a research report that convinced me that this is a good idea.
The company sent me a great email series to help me with my department’s issues.
By participating in an online client forum for several months, I have a high degree of confidence.
COO
CIO
HR Director
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“Ensure that you develop a mix of resources, both internal and external to your company, to ensure that you project a true outside-in point of view. This will make your content more attractive to prospects, buyers, and users at all stages of their journeys.” Source: Peter O’Neill, Forrester Research, B2B Marketers Prefer To Create Their Own Content Mostly For Lead Nurturing
1. Know who the content is for and why they matter
to your organization.
2. Know what you expect them to do with it. Ask
how this furthers your business.
3. Know how this makes your client’s job easier.
4. Understand the implicit promise in offering this
content and know that you can sustain it.
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“We have everything we need to go ahead.
Let’s go with Colliers”
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