Kyle Marsham’s Post

Buyers have FOMO and FOMU but are still making technology purchases. Check out this webinar all-star speaker lineup to hear how to adapt to the new b2b buying process...

This was my second year in a row speaking at the local DigiMarCon Conference. This time, I led a SalesPlay workshop where we created messaging for one specific vertical, and then I walked the attendees through how to create content to support each of the steps of the customer buying journey. I even had 10-page packets! I often preach about how important it is to narrow to the segment level. Often we see marketers and sales people create overly broad statements because they are trying to appeal to too many buyers/personas at once. #productmarketing #B2BSaaS #gotomarket #ABM #demandgen #enterprisesales #strategicsales

🎉 Exciting News! ↗ SalesIntel.io is thrilled to unveil our 1st GTM series, "B2B Pipeline Pioneers"! 🌐✨ A series dedicated to helping teams build winning pipelines. Our CEO, Manoj Ramnani , will be interviewing 100 GTM leaders in the B2B space! They will have an authentic discussion around: ✅ Their experience building pipelines ✅ The pipeline mistakes they made in 2023 ✅ What they’re doing to build pipeline now 🎁 As a bonus, at the end of every show these pioneers will share how they’re investing their time and resources to create a healthy pipeline in the “100 Pennies” game! 👉 Check out the full lineup below: https://lnkd.in/eKscDZ4Y #b2bsales #b2bmarketing #saas #b2bpipelinepioneers P.S. We have 8 spots left, who wants to be on the series?

In this replay from our 2023 virtual event, #Reach, join Rebecca Kitchens, President of TechTarget, as she shares her view of where we are as an industry, and as GTM professionals with real “jobs to be done.”💥 Save your spot & register here: https://bit.ly/3K8twjB #B2B #GTM #Intentdata

How are buying committees transforming the B2B sales landscape? 🤔 As the recent GTMnow Newsletter highlights, Stytch's implementation of a buying committee playbook led to a staggering 270% increase in revenue, doubled win rates, and a significant reduction in forecasted misses. This underlines a crucial shift in understanding the complex dynamics of purchasing processes. But here's a thought: beyond recognizing the various roles within a buying committee, how can organizations continuously adapt and refine their sales strategies to align with the evolving needs and journeys of these stakeholders? Could this be the key to unlocking unprecedented growth and efficiency in sales? #B2BSales #BuyingCommittees #SalesStrategy #RevenueGrowth Looking forward to reading your insights!✨ https://lnkd.in/gZMB_u7R

Transitioning from Product-Market Fit to Go-to-Market Fit is crucial for scalable adoption. Yet, common mistakes like neglecting to validate sales channels or sticking to a single approach hinder success. It's vital to adapt channels, pricing, and sales orgs to match evolving market dynamics. #GMF #B2B #BusinessStrategy

Join us Oct 24th during #Reach for an eye-opening webinar with Andrew Briney and Dara Such from TechTarget as they dig into how #buyinggroups are transforming the landscape B2B world 🌎 In this session we’ll share: ✔️ Survey data that reveals how your peers are approaching buying groups. ✔️ Real-life examples of how companies of all sizes are making this transition via people, process and technology. ✔️ How TechTarget’s product roadmap can help you take the next step. Register & save your spot:https://lnkd.in/eDPKEbv8

Empowered buyers make better decisions. The trend of b2b buyers wanting to do more self-research prior to engaging with sales will only continue. Factors affecting this: - new generation of buyers having different preferences for purchasing - having direct access to peers to discuss how they solved challenges - the maturity of the internet creating communities where private messages are exchanged (and encrypted for no attribution) - sellers not offering value in buyers journey Instead of resisting where b2b buying is going, Companies need to embrace this shift. One fantastic example of this is what Troy Munson and Sarah Brazier are doing with Dimmo 🦖 Its a demo marketplace where you can view videos/play with interactive demos to get a feel for the product (compared to others in the category) before ever engaging with a company's sales team. And this week, they are shining a light on an up and coming category that we are proud to be a part of: Digital Sales Rooms 🚀 If you've been curious about how these can help shorten sales cycles and increase win rates, then check out Aligned's Dimmo page: https://lnkd.in/eynsuFsV What are other examples of how companies are becoming more buyer centric? #Dimmo #Aligned #DigitalSalesRoom

The first episode of our INFUSE Insights Webcast, moderated by the one and only Scott Vaughan, delves into exclusive findings from the INFUSE Insights reports with perspectives from esteemed B2B marketing leaders Sarah Sehgal, Heather Berggren, and Liz Wood. The webcast explores:  - How demand teams are investing in strategies to meet ever-increasing targets  - The roles and skills being added to revenue teams to support performance  - The demand metrics and KPIs being measured to define success in today’s dynamic environment Watch here: https://hubs.ly/Q02q5wsJ0 #b2bmarketing #ownyourfunnel #demandgeneration OpenSesame, Cisco, MOI Global

Your buyers don't understand how your product works. 🤕 A (wildly) common challenge among B2B buyers is struggling to understand what a product truly offers — without getting on a call with a sales rep. Your website copy and media can only do so much to communicate your product's capabilities. 😕 So, how exactly can you *show* your product in action and let users explore exactly what they need help with? We have just the solution for you — 𝐚 𝐝𝐞𝐦𝐨 𝐜𝐞𝐧𝐭𝐞𝐫 🤩 A demo center is a collection of interactive demos showcasing your product from different perspectives, whether it's for specific user personas, pain points, features, or use cases. ⭐ Check out our brand-new demo center https://lnkd.in/gNYG-vFx And sign up on Floik to create yours today! #interactivedemo #productmarketing #buyereducation #saasmarketing