For any given B2B sale, 7 to 20 people are involved in the buying process.
This statistic comes from Knowledge Tree, who also highlight a challenge that I’m sure will come as no surprise: as the number of stakeholders involved in a purchase increases, the likelihood that the deal will close decreases.
On top of that, another challenge has emerged in the world of B2B marketing and sales: B2B buyers don’t contact vendors until 57% of the purchase process is complete (Corporate Executive Board).
B2B buyers don’t contact sales until 57% of the purchase process is complete, via @CEB_news
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Instead of reaching out to suppliers, they’re spending more time doing research online and asking for recommendations from friends and colleagues.
So the question is: how can B2B companies effectively market and sell to large buying committees who want to make decisions on their own terms?
What You'll Learn
Understand the business case for ABM and why it's more critical than ever.
Pillars of ABM
Learn the core components of an impactful account-based marketing strategy.
The 3 Steps to Take
to Implement ABM
A roadmap to develop a best-in-class account-based marketing strategy.
First 3 Pages
Jay Baer and Sangram Vajre
President of Convince & Convert
Keynote Speaker & Emcee
Jay Baer is the world’s most inspirational marketing and customer service speaker. He is the founder of Convince & Convert, a social media and content marketing consultancy. Jay is a New York Times best-selling author of five books and the most retweeted person in the world among digital marketers.
Co-Founder, CMO Terminus
Sangram Vajre has quickly built a reputation as a leading mind in B2B marketing. He is the co-founder of Terminus, a SaaS platform for account-based marketing, the author of Account-Based Marketing For Dummies and is the mastermind behind #FlipMyFunnel.
B2B Marketers Work in Challenging Times