Let's dive into one of the most critical aspects of the B2B buyer's journey: the importance of building consensus within buying teams. 🧩
For most organizations, the majority of the buying process is spent aligning decision-makers on what they need and who they want to buy from. This means that by the time they're ready to make contact, they’ve already done most of the heavy lifting—and the final part of the journey is all about confirming their choice.
Tune in with Kerry Cunningham, Terry Flaherty, and host John Common to learn more about how sales and marketing teams can better support buyers through these key stages and close more deals. 🎯
📲 Watch the full episode now and join the conversation, available wherever you listen to podcasts.
Terry Flaherty is a senior marketing executive with a passion for sales and marketing integration through effective demand generation. His background includes more than 15 years of experience delivering enterprise-level software solutions, including business process management (BPM), IT infrastructure management, business intelligence, and application development.
Check out Terry’s first episode on Growth Driver:
https://www.growthdrivershow.com/mqls-are-out-buying-groups-are-in-with-terry-flaherty/
Kerry Cunningham is a research director, analyst, and thought leader with over 25 years of experience in all aspects of B2B. He’s authored numerous B2B frameworks including the latest versions of the Revenue Waterfall model. Most recently at 6sense, Kerry leads research and insights, including the just-released B2B Buyer Experience Report.
Check out Kerry’s first episode on Growth Driver:
https://www.growthdrivershow.com/how-b2b-buyer-behavior-has-changed-with-kerry-cunningham/
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