Why Marketers Need to Understand Modern Decision-Making
In this episode of B2B Marketing: The Provocative Truth, Benedict sits down with Will Brookes to discuss what marketers need to know about how their potential clients make decisions.
Episode 19: Why Marketers Need to Understand Modern Decision-Making
Marketers often focus on singular audiences: the very people who would benefit from what they’re selling. However, it seems as though they are quite naive in their understanding of how their prospective clients’ decisions are made. In B2B especially, it’s not as simple as targeting a specific individual; the buying process involves stakeholders, other business leaders, and so on. With the buyer journey being so much more complex, marketers need to really consider how other businesses make their decisions in order to market to them more effectively.
Marketing has the opportunity to be more flexible and should be going after a broad audience that sales can then take into their conversations.
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