Take an audience-centric approach – Buyer insights are key for Product/ Service, marketing and sales

Product/service centric way of marketing and selling B2B offerings is not resonating with many buyers. Organizations have to evolve and take a audience centric approach that will lead them to increased engagement through improved response rates and more meaningful interactions with buyers.

What most organizations still struggle with is how to better understand buyer behaviors and preferences. While, most of the organizations are progressing in terms of capturing the buyer’s challenges, pain points they fail when it comes to the buyer’s journey.

Understanding how buyers gather information and how they want to interact with you throughout the journey is the link that is missing to make personas actionable for the organizations. Another aspect is examining the buying behavior across every stage of the decision making in individual buying scenarios and group buying scenarios.

Buyer insights tell the truth about what buyers want. Buyer insights helps organizations move from confusion to clarity. They can align and build go-to-market strategies around them, differentiate from competition, achieve goals and drive revenue growth.

· For Service/Product leaders – Provides better understanding of what buyers care about and why. Being informed can support the product/service development efforts, leading to differentiate and make it easy and help position to meet growth goals.

· For Marketing Leaders – Marketers can build strong personas, develop messaging that resonates with buyers, produce optimal content that helps buyer enablement, work on different pricing models , build marketing campaigns and programs that appeal to buyers that will make the most impact. All resulting with increased engagement, responses and quality leads.

· For Sales Leaders – Sales teams can have more meaningful conversations during the entire buying cycle leading to better engagement, confidence building and sales productivity.