Moving upmarket: navigating the marketing-led buyer's journey
Pius Chan, VP Revenue at Lumen5 led the company through their upmarket journey, from offering free trials to closing large contracts to enterprise companies. Pius believes that the buyer’s journey has changed from a sales-first to a user-first approach. Dark social, content, and closed communities are now a defacto piece of the buyer journey. And they all reduce the reliance on reps.
In this episode, Pius shares his approach to the new strategies that GTM teams are using to grasp audience needs, craft content that addresses their pain points, and establish a feedback loop with the sales crew.
We covered:
⏭️ The big shift in B2B buying: from sales-led to buyer-driven
💡 How to increase conversions by building trust with your audience
🤝 Tactical ways for adapting to meet buyers where they are
Смотрите видео Moving upmarket: navigating the marketing-led buyer's journey онлайн без регистрации, длительностью часов минут секунд в хорошем качестве. Это видео добавил пользователь Common Room 09 Ноябрь 2023, не забудьте поделиться им ссылкой с друзьями и знакомыми, на нашем сайте его посмотрели 84 раз и оно понравилось 1 людям.