There’s a lot at stake for business decision makers today. To lower their risks, b2b buyers are looking harder during longer buying cycles. More and more decision makers are joining the committee – and they’re taking their roles seriously.
Each decision maker who joins the selection committee approaches the decision from a unique perspective – and may be seeking alternatives, shaping perceptions, and researching potential providers long before you even get wind they’re looking.
How do you get noticed, stay in consideration, and ultimately triumph over longer and more complex sales cycles?
I think the keys to a successful b2b marketing strategy are:
- Integrating marketing efforts and tactics to touch prospects where they are already looking and in ways they prefer
- Building and strengthening relationships through numerous interactions and opportunities to engage
- Providing educational, confidence building content that speaks to prospects’ motivations and needs, and establishes credibility and trust