Sales Intelligence Weekly

We’ve said it before on the show... The way buyers interact with sellers has changed. The way buyers research and learn about solutions has changed. The way we build trust, the time sellers have with buyers, the way we educate our buyers... it’s all changed. And I’m here to tell you that it will never stop changing and evolving. And as sellers and marketers, it can be hard to keep up. It can be difficult to understand what’s working and what’s truly going on within your buyer’s journey. The traditional marketing funnel may no longer apply to your buyers, which poses the question - Is the traditional marketing funnel dead?

Digital sales rooms. This is something we’ve heard talked about by analyst groups like Gartner, by marketing leaders, and by sales leaders all over. This new way to bring information to buyers is gaining a lot of traction in the B2B space. With the goal of simplifying the way buyers and sellers collaborate, digital sales rooms are something you may want to consider if you’re trying to create a better, unique and even bespoke buying experience.

The Sales Intelligence Weekly podcast covers topics focused on helping sales and marketing leaders improve sales experience, increase win rates, and elevate sales enablement

Episodes & More: www.primary-intel.com/podcast/

Product Marketing has become an essential function for B2B businesses who want to win more. If you want to create better go-to-market strategies and increase your sales win rate, having a product marketer on your team is key. But the definitions around product marketing can still be somewhat fluid depending on your organization. In 2020, the Product Marketing Alliance collected over 160 definitions for what a product marketer does. This role is evolving. It’s changing. So today, we’re going to dive into this. We’re going to explore the state of product marketing – past, present, and future.

Product marketing has become a crucial function for B2B revenue teams. Product marketers play a key role in understanding buyer needs and providing insights that help each sales rep improve their win rate and create better experiences for buyers. Product marketers are constantly researching, defining, and communicating the position of the product. But some organizations struggle to align product marketing and sales initiatives. The struggle to create a strong feedback loop is real! The struggle to inspire action or change is real! So, if you’re a product marketer, how do you take your learnings, your insights, your research, and use these things to create alignment with your sales and the rest of your organization? 

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You don’t just win deals without first capturing the attention of your audience. A solid and effective outreach strategy when selling is key to helping you improve win rates. But it’s no easy feat… So how do you create an outreach strategy that is going to help you grow your revenue and have a positive impact on your win rates?

There’s no better way to build trust than through the voice of your customers – we should know. We help our clients tap into the voice of their buyers and customers every day. But, as we say on this show, data without action is just data. One way to action on the data from the voice of your customer is through story telling. So how do you take the insights and experiences of your customers and turn them into stories that impact your go-to-market strategy?

The buyer’s journey is changing, which means marketing and sales funnels are changing too. With buyer behavior shifting to self-education and solo research, go-to-market teams are having to rethink the buyer’s journey. The buyer’s journey is not linear, and it can be difficult to understand all the touchpoints that influenced your buyers’ decisions. You may feel in the dark about what’s truly happening in your buyer’s journey. In fact, there’s a term for these “dark” touchpoints: The Dark Funnel. And today, we’re going to explore how you can conquer dark funnel marketing and use it to improve win rates and revenue.

Launching a product is no easy feat. And aligning your marketing and sales initiatives when taking a new product to market can be even more challenging. When you launch a new product, you must consider the specifics of your market and build trust in the right places. In this episode, we'll explore the framework for how to launch a product successfully with host, Ryan Cuellar, and  Warren Schirtzinger, Managing Partner at High Tech Strategies.

In any business, it can be tough to create awareness and accelerate market acceptance when launching a new product (or promoting an existing one). You have to build trust in the right places, with the right message, and with the right people. It’s an uphill battle. But never fear, in this show we give you the strategies and tactics to improve your go-to-market.

Explore the framework for how to accelerate market acceptance and shorten the sales cycle with host, Ryan Cuellar, and Warren Schirtzinger, Managing Partner at High Tech Strategies.

Sales and product must work together to ensure your customer’s needs are met. But in most B2B organizations, a strong, consistent feedback loop between sales and product is non-existent. Your sales reps are on the front line, and they have unique insight into how your product is perceived by your buyers, what features and benefits are most important to a buyer when making a purchase decision, and how your product is expected to solve for evolving client needs. Product leaders must also communicate with sales on things like product roadmap and product updates so that sales can speak confidently about your solution, better differentiate against competitors, and demonstrate product value. So how can you create a successful feedback loop that empowers both sales and product? How can you align sales and product in a way that helps you better serve your buyers?