How and Why B2B Buyers Buy, and How To Connect With Them


GUEST: Bret Rachlin, CRO, KPI Target

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The number of people talking about how B2B buyers have changed and are more informed today are legion. The question now becomes how do you understand them, how do you connect with them, and what do you need to know in order to connect with them effectively to drive revenue growth and results.

Brett Rachlin brings to bear years of experience in helping organizations understand their buyers as we discuss buyer personas (the good, the bad, and the ugly), the power of win/loss analysis and how to implement the feedback to drive better results, and how sales professionals can take control of their own destiny by applying specific tactics and approaches.

How do you communicate with buyers? How do you uncover what they find valuable? How do you leverage that in your sales process to make it collaborative?

The channels we utilize are broader and have larger audiences. This provides sales professionals an opportunity to learn more about their buyers, and from there, develop the right questions and deliver content at the right time throughout the buying process.

Most companies, especially in B2B, remain too conservative in their sales and marketing approach. They don’t apply the type of creativity in their content creation and sharing that differentiates them and that has to change. Bret talks about how to make that happen.

Listen to the entire podcast episode to get more insight into the things you, as a revenue executive, must be aware of to remain relevant and successful in the new sales landscape.

This post is based on a podcast discussion with Bret Rachlin, CRO, KPI Targets. To hear this episode, and many more like it, you can subscribe to the B2B Revenue Executive Experience.

If you don’t use iTunes, you can listen to every episode here.