The modern buyer’s journey begins well before the first sales call. Purchasing teams spend an increasing amount of time doing research before engaging with sales. Although the first vendor to paint a vision of value with the prospect wins the deal 74% of the time, sales and marketing teams too often fail to communicate their value continuously through the buying process. Your prospects want to understand the outcomes your solution will deliver, and they need to communicate the value of the outcomes internally to defend their purchasing recommendations. How can B2B marketing teams build campaigns that convey this value to prospects early and often?
B2B marketers need to both initiate value conversations with prospects and support sales in communicating this differentiation. High quality value content, applied at every stage of the customer journey, can help generate qualified leads at scale and enable reps to close more opportunities, faster, at higher deal sizes.
In this webinar, Nick Welter, Brian Hannon, and Aaron Miller share the processes and technology that align B2B marketing and sales on a shared narrative of value delivered, starting from the very top of the prospect funnel. During the session, we explore:
An overview of value marketing, and how it is critical to a high-performing B2B demand gen operation.
The shortcomings of traditional ROI calculators in driving value selling success.
Strategies for incorporating value content into multi-channel marketing campaigns.
Ways that customer value can drive marketing and sales alignment across the prospect lifecycle.
21 окт 2024
