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  • Pages
  • Editions
01 Cover
02 Contents
03 Introduction
04 Thoughts from the CEO
05 Survey Poll Results
06 Market Views
07 James McCormick
08 Suresh Balasubramanian
09 John Steinert
10 Melissa Alonso
11 Trinity Nguyen
12 Peter Isaacson
13 Kay Kienast
14 Nick Panayi
15 Juliana Pereira
16 Kacyn Goranson
17 Andrea Palten
18 Paige Asady
19 Lara Daniel
20 Kevin Alansky
21 Leslie Murdock
22 Leela Gill
23 Ellie Ahmadi
24 Josh Linard
25 Heather Larrabee
26 Joseph Lee
27 Erin Marks
28 Kenneth Dec
29 Lisa Viselli
30 Carla Sierra Fitzgerald
31 Randy Latimer
32 Rosina Feser
33 Rohit Wadhwa
34 Aash Sood
35 Gloria Zhu
36 Prash Shenoy
37 Dana Salman
38 Sidi Saliu
39 Avi Bhatnagar
40 Harsha Kotikela
41 Jeff Platon
42 MJ Patent
43 Jake Knight
44 Vicky Cunningham
45 Chris Collier
46 Payal Mathur
47 Jayashree Rajan
48 Seth Steinman
49 Michael Baer
50 Shaleen Dhrobra
51 Carmen Goldstein
52 Chris Leger
53 Joe Bresler
54 Moira Van den Akker
55 Matt Hummel
56 Rusty Bishop
57 Stephen O'Brien
58 Anastasia Shegidevich
59 Andrew Davies
60 Diana Henderson
61 HiIlary Oliver
62 Katie Draper
63 Kevin Rippon
64 Olusegun Ekundayo
65 Laurence Baker
66 Annie Wissner
67 Melissa Liedkie
68 Josh Harris
69 Wayne Gratton
70 Rich Smith
71 Three Tips
72 A Brief Exploration
73 About Network Sunday
74 About TechPros.io

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INTERVIEW WITH


Jeff Platon

Chief Marketing Officer

B2B Customer Acquisition: The role of human engagement in a world of digital-first enterprise marketing

the very best enterprise B2B salespeople are those who undertake a more consultative approach with their prospects and take on the role of an information guide

What does a great modern marketer look like?

A deep understanding of a buyer’s journey across awareness, consideration and decision is the key for modern marketers to build the right content for the right moments. The content that resonates best is educational, not promotional. Anything that helps a prospect to solve problems and be better at their job is a surefire way to build trust. Marketing can be the data collector and synthesis of what topics are really relevant to a company’s target audience. In enterprise B2B sales there is rarely a single decision maker, so marketing needs to understand each of the different viewpoints within buying groups and create content that supports each of their personal objectives.

This content and insight can then be used to help sales teams work smarter, providing them with key talking points to use during presentations. Sales people have the tendency to focus on products, promotions and pricing, failing to take into account the prospect’s point of view. But in reality, the very best enterprise B2B salespeople are those who undertake a more consultative approach with their prospects and take on the role of an information guide, rather than a promoter. When marketing teams provide the content that helps their sales colleagues to ask better questions, everybody wins.

Instead of starting with a daunting, large-scale change for a prospect, vendors should identify what is the largest problem they can help solve that requires the minimum amount of signoff within the customer.

Why do most sales collapse and what can sales teams do to reduce the number of lost deals?

Most sales are lost due to indecisiveness and fear. Prospects fear the risk of putting the wrong solution in place and upsetting the status quo so much that they continually delay making a decision. When it gets to this stage, then in reality the deal is lost. Sales people who are able to understand these fears and address the fear openly, will find that they become a trusted advisor in the eyes of the prospect. Trust is crucial in any B2B deal, but particularly so where there is hesitancy in the buyer and the salesperson has to earn a commitment from them.

This is where the ‘land and expand’ strategy makes sense. Instead of starting with a daunting, large-scale change for a prospect, vendors should identify what is the largest problem they can help solve that requires the minimum amount of signoff within the customer. Once they’ve solved that problem, it becomes considerably easier to obtain buy-in from the wider business thanks to the combination of an internal champion and proven success.

Buyers are increasingly confident in their own research and investigation skills when making a purchase, only seeking validation or clarification towards the end of their journeys.

JEFF PLATON

Chief Marketing Officer HOXHUNT

How has the buying journey changed in recent years?

The rise of mobile technology and easy access to information at scale & depth has changed the buying journey considerably. Within the last ten years alone, the percentage of a typical buying journey that is self-directed has increased from 50% to 75%. Buyers are increasingly confident in their own research and investigation skills when making a purchase, only seeking validation or clarification towards the end of their journeys. Many have attributed this change to the rise of millennial professionals in decision making positions, but that couldn’t be further from the truth. Buyers of every generation have changed the way they make purchasing decisions forever. This is across both B2C and B2B. Because of the increase in self-direction when buying, it’s more important than ever for selling businesses to know exactly who their customers are and where in the market landscape their product fits. This insight will help to ensure that when a prospect finds your solution or content as part of their research, the value and proposition are delivered in a way that is meaningful to them.

Hoxhunt is a Human Risk Management platform that goes beyond security awareness to drive behavior change and measurably lower risk. A unique combination of AI and behavioral science creates individualized micro-training experiences people love. Employees learn to detect and report advanced phishing attacks. Operations teams can respond fast with limited resources. And security leaders gain outcome-driven metrics to document reduced cybersecurity risk.

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