Presentation by
Kris | Revenue Growth | Winsights
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Kris presented at the Demand Gen Summit Fall 2023. Navigating the evolving B2B buyer journey requires sellers to recognize the nuanced dynamics at play. A mere 3% of B2B buyers are actively considering purchases, highlighting a small window of opportunity for sellers. Moreover, a substantial 77% of B2B buyers describe their latest purchases as complex and difficult. Reactive approaches to selling often yield minimal results, with only 4.4% of top-of-funnel inquiries converting, and a mere 0.03% progressing to a close or win. Sellers must proactively engage buyers by not expecting them to come forward; instead, they should go where buyers can discover and learn about solutions to their problems. To effectively align and influence buyers, sellers must comprehend the intricacies of the buyers' industry, company, and their movements on the seller's website. By measuring buyer behavior, sellers can impact key performance indicators and metrics positively, resulting in more qualified leads, higher opportunity conversion rates, a shorter sales cycle, an improved win ratio, and ultimately, greater deal sizes. This strategic approach ensures sellers are not just reactive but actively shaping the buyer journey to their advantage.

Quote
“Why should you as a seller, care about aligning to win? The moment you have access to sales intelligence, you have the opportunity to embed yourself into the b2b buyer journey. You have an opportunity to align and influence your buyers to watch your narrative. As a result, you’re able to win their trust.”

Resources
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