3 | 🔥 B2B Buyers HATE Your Sales Team 😡 Here's Why They're Ghosting You 👻 (Deep Dive)

Host Neeta Bidwai discusses the challenges and inefficiencies in the B2B buyer journey, particularly the disconnect between sales, marketing, and customers. 

In this episode of Good Revenue, we cover:

- The evolving nature of the B2B buyer journey, with an increase in independent research by buyers.

- The inadequacies of traditional marketing tactics like MQL targets and lead gen without regard to quality.

- The decline in the effectiveness of sales teams due to buyers' preference for self-serve options and the prevalence of buyer indecision.

- Our findings from a meta analysis of research finds 83% of the buyer journey is entirely independent of vendors, while 80-90% of buyers work from a known quantity vendor list.

- Recommendations for improving the go-to-market strategy, including empowering marketing teams to sell at scale through brand building, customer research, and thoughtful content.

- The need for comprehensive changes in revenue organizations and product strategy to better align with the evolved buyer journey.

Rethinking traditional approaches and placing a greater focus on insight-driven marketing and customer education can lead to more sustainable revenue growth and customer satisfaction.

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Where to find Neeta:

https://www.linkedin.com/in/neetabidwai/ 

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Where to find Good Revenue:

https://www.goodrevenue.io/goodrevenue

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Highlights:

00:22 The Disconnect Between Marketing and Sales

03:18 The Evolution of the Buyer Journey

05:10 Data Insights on Buyer Behavior

08:04 Challenges in the Current Sales Process

14:21 The Need for a New Go-to-Market Strategy

17:39 Empowering Marketing Teams for Better Results

22:27 Conclusion and Final Thoughts

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Referenced:

Buyer journey meta-analysis data (Gartner, McKinsey, TrustRadius, G2, Bain, KornFerry): https://goodrevenue.io/buyerjourney

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Sound by RPS: https://www.rps-audio.com/ 

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