Episode 239: Why Marketers Fail at Thinking Like Buyers w/ Mike Pastore

Let’s speed up time a bit: It’s summer 2022. You’re headed to your first in-person B2B Marketing conference since way back when — and you’re a bit rusty at navigating event complexes. As a result, you’ve gotten yourself good and lost.

The first person you ask for directions starts screaming something that sounds like trigonometry at you. He’s soon joined by another helpful human who bellows calculus at you. Then, an opera singer with a bullhorn offers her assistance in a piercing Bavarian falsetto. Suddenly, you realize: These must be B2B marketers and you must be in the right place after all.

Today, I’m joined by Mike Pastore, Director of Custom Content at Technology Advice and host of the B2B Nation podcast, who shares how marketers can better understand the B2B buyers’ journey and help guide buyers along the way — without merely trying to shout over the noise.

Join us as we discuss:

• The nonlinear nature of the buyers’ journey
• Why reaching buyers is about simplifying complexity
• The power of storytelling and thinking like a buyer

Now that you know how to navigate the B2B buyers’ journey, are you ready to use data to prevent revenue leaks in your business or learn how to build trust and confidence with your content strategy? Check out the full list of episodes: The B2B Revenue Executive Experience.

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• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver