Скачать или смотреть Strategies to Navigate the Modern B2B Buying Journey - Webinar with SalesIntel

The B2B buying landscape has changed dramatically. Today’s buyers are more self-directed than ever, conducting extensive independent research before engaging with brands. This webinar will equip you with the knowledge and tools you need to adapt to this new reality and create content that resonates with buyers throughout their journey.

From This Webinar You’ll:
Understand the latest B2B buying trends and how they impact your marketing strategy.
Learn how to identify and target your ideal customers.
Discover effective content strategies that attract and engage self-directed buyers.
Measure the success of your content marketing efforts and optimize your strategy for continuous improvement.

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A bit about Chili Piper:
Chili Piper is the most advanced routing and scheduling software for B2B revenue teams.
We solve interesting problems, live and breathe our core value of “help,” and have a ton of fun doing it while fully distributed around the world — powered by espresso and hot sauce.

0:00:05 Buyers are experiencing buyer fatigue and don't want to be sold to until they're ready.
0:01:08 Rise in product-led growth (PLG) offerings to cater to self-directed buyers.
0:02:39 Lowering barriers for buyers to experience products firsthand.
0:03:45 Leveraging intent data to build brand awareness and provide relevant messaging.
0:05:24 Utilizing social media, LinkedIn, and influencers to connect with buyers.
0:08:08 Buyers value knowledge, understanding of unique business issues, and fresh ideas.
0:09:30 Buyers often lack knowledge on how to buy and measure the impact of a product.
0:10:44 Buyer indecision is driven by a lack of trust in themselves and their company's ability to implement solutions.
0:11:39 Implementation requires PlG motions, targeting with intent, and strong brand plays.
0:12:18 The importance of capturing the self-directed buyer
0:12:43 Blending old and new sales processes
0:13:28 The need for organic and relevant interactions with buyers
0:14:25 The importance of showing the product to validate buyer research
0:15:57 Enabling champions to sell effectively internally
0:17:28 The future of BDRs as marketing and relationship builders
0:19:28 The rise of marketing BDR hybrids
0:20:27 The value of BDRs as brand evangelists
0:21:49 The challenge of measuring the impact of BDR emails
0:22:23 The importance of training and enabling BDRs
0:23:10 SDRs filling cadences with irrelevant messages
0:23:54 Importance of being authentic in brand and having real conversations
0:25:23 Balancing the need to understand and track with adapting to buyer preferences
0:26:21 Making deliberate changes and measuring results
0:27:13 Adapting to changes in the market and testing strategies
0:30:22 Allowing buyers to choose their preferred buying process
0:31:38 Book recommendation: "Jolt" by Matthew Dixon and Ted McKenna
0:32:12 Leveraging intent mechanisms like Sales Intel and individual intent scores
0:35:30 Selling different products requires different strategies
0:35:30 Katie discusses the difference between B2C and B2B experiences.
0:36:19 Education is important for both B2C and B2B experiences.
0:37:05 Christina explains the emotional difference between B2C and B2B buyers.
0:37:58 Brandon discusses the role of cold phone calls in outbound sales.
0:39:25 Katie shares strategies for getting buy-in on brand plays.
0:42:43 Brandon emphasizes the importance of connecting brand plays to business initiatives.
0:44:19 Information about the special offer from Sales Intel is shared.