why customers buy; why don't they buy

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Often in this case, the company does not have a well-developed CJM, which complicates working with clients at different stages of decision-making. Lack of priorities when working with clients. Sales and marketing do not interact with each other and have different goals. This is the most common problem when marketing brings in requests that the sales department is not happy with. Within the company, we solve this problem with face-to-face meetings, where we discuss the overall strategy and check how much we are following it in short sprints. When working with clients, at the start we always brief the sales department to understand: what criteria are used to evaluate leads? who the company considers its main competitors.

This allows you to build a common understanding of the current situation and understand the expectations Email List from us as a marketing services provider. I have often encountered a situation where sales specialists, especially in the B2B segment, ignore online applications and simply do not believe in marketing. The main reason is lack of communication. Marketing and sales do not have the same understanding of decision factors (why a client buys). Without this, a marketer cannot effectively work on strategy, develop effective landing pages, work with advertising channels, etc. There is a misconception that all sales problems will be solved by hiring one qualified specialist with a ready-made base. Of course, there are still niches where this may be relevant, but their number is rapidly decreasing as the procurement process changes.

   


In the material, we examined only a few aspects that affect the effectiveness of working with clients; I spoke about this in more detail at a recent webinar: Would you like to get advice on this issue? Fill out the form below or write to us by email . WOULD YOU LIKE TO RECEIVE AN OFFER FROM US? Start cooperation SEE ALSO Article Lead generation in B2B – how to find working channels, mechanics and tools Article B2B2C: How to build digital marketing to attract end customers Article 10 ways to increase sales: pros, cons, pitfalls 1 Star.