Dan Sixsmith’s Post

Chief Customer Officer/ Podcaster / Creator

7mo

Why is B2B marketing under fire when companies are shifting investment from marketing to sales? Less air cover for sellers and making their jobs even harder, no? Food for thought on the latest SIK 🎙️podcast. #podcast #b2bmarketing #b2bsales #valueselling #dansixsmith

Transcript

But anyway, so like that's kind of what's going on now, you know, in B to B. So the buyers are saying they want, they don't even want to deal with sellers. They don't have to, they love to just do 100% online and and you know, click a button. So I think, you know there's a lot going on. I think sellers have to figure out how to add more value, have to do more, you know, discovery. Because I think, yeah, yeah. OK. So we all know, I think the Gartner stat said 67% of the way through their buying process, right before they engage with the seller even more now. So we know that customers want this sort of digital buying experience. Except. From an executive perspective, because they're looking at the revenue, they're investing more in sales and they are in marketing. And so the sellers actually have to work harder to try and get their foot in the door because there's less brand awareness and demand creation because that marketing dollars has been shifted over to revenue producing headcount because it's easier to measure on a balance sheet.

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