CMOs and CROs face an increasingly complex environment to successfully engage new buyers. Not only are digital channels squeezing out traditional phone and face-to-face touchpoints for B2B transactions, but the window to influence a customer’s decision along their buying journey is increasingly shorter and shorter.
With over 25+ years executing best-in-class buyer engagement programs, we know the core elements to attract and engage new buyers for greater ROI and faster sales cycles. There are five steps to effectively align to customer wants and needs and engage on their terms and their timing:
Hypothesize journey failure points and CX improvement opportunities from internal discovery.
Analyze qualitative and qualitative data to surface key insights.
Develop the optimal buyer journey.
Design the in-market testing approach across all marketing and sales touchpoints.
Systematically measure ongoing KPIs.
Download the framework for step-by-step details and a case study showing how we put our customer buyer journey methodology into practice.