AE Marketing Manager, Alexa Jackson, discusses how B2B sales has become impersonal and ineffective in this Marketing Minute. This video helps B2B sellers understand how to become more relevant to today’s modern buyer.
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Hi, I’m Alexa and this is a Marketing Minute on effective B2B selling.
How often do you receive cold B2B sales emails and voicemails with similar language and no personal touch?
The answer is likely every day, and more than likely, several times per day. No wonder Forrester Research shows that 59% of B2B buyers prefer not to interact with a salesperson.
Sellers must understand that a “one size fits all” approach just doesn’t work on a modern buyer anymore.
So, what can B2B sellers do to be more relevant today?
They should first, consider how they can add value before asking for the sale.
Second, collaborate with marketing peers to provide relevant content that informs and educates potential buyers.
Third, develop future buyer personas and harness existing customers to create raving fans.
And finally, when prospecting, do research so sales outreach feels more personable.
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