Why it's so important to understand your buyer journey
Description
In this episode, we explore how to effectively blend digital engagement with human-led interactions throughout complex B2B sales processes. We discuss common problems when companies rely too heavily on digital-only or human-only approaches, the importance of mapping buyer journeys, and practical strategies for timing transitions between digital tools and sales team involvement to reduce buyer regret and improve our conversion rates.
Things to look out for:
00:00 Navigating the B2B Buying Process
00:41 Combining Digital and Human Interactions
01:35 The Importance of Consistency in Messaging
07:55 The Role of Human Interaction in Complex Sales
12:00 The Importance of Combining Digital and Human Elements
15:46 Efficiency vs. Effectiveness in Sales
19:10 Framework for Understanding Buyer Journeys
25:53 Building a Comprehensive Buyer Journey Strategy
26:18 Building from the End: A Strategic Approach
30:55 The Importance of Bridging Sales and Marketing
33:00 Optimizing the Buyer Journey for Success
37:32 Summary
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