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The "Day One" Dilemma: Why You Are Losing Deals Before They Even Start
Discover why understanding Day One shortlists is crucial to winning deals in today's B2B buyer experience. In this episode of The Digital Download, we break down the findings of the 2025 B2B Buyer Experience Report with Kerry Cunningham from 6Sense. You’ll learn how modern buying behaviors are reshaping sales and marketing, and why being on the buyer’s shortlist from the start is increasingly vital.
Gain practical insights on why traditional lead generation strategies may no longer be effective, as buyers now form their preferences—and often their final decisions—well before speaking with sales representatives. The discussion covers critical topics like demand identification versus demand generation, the importance of buying groups, and the impact of AI and economic uncertainty on buying cycles.
If you’re in B2B sales or marketing, this episode is essential listening. Learn how to shift your approach away from chasing one-off leads and instead focus on holistic engagement that ensures your company is considered from Day One. Kerry Cunningham and the panel explain how new entrants can break into established markets, why most sales pipelines fail, and how organizations must reimagine their engagement strategies to stay relevant.
Highlights -
06:07 Lead Conversion is Ineffective
18:53 Buyers Already Know Their Choice
36:53 "Building Relationships for Sales Growth"
46:31 "B2B Buying: Delayed Cause & Effect"
50:13 Empowering Communities, Beyond Selling
The Digital Download broadcasts live on Fridays at 14:00 GMT/ 9:00 ET.
We strive to make The Digital Download an interactive experience. Bring your questions. Bring your insights. Audience participation is highly encouraged!
You can find a link to our next scheduled live show at https://DigitalDownload.live
#B2BBuyerExperience #DayOneShortlist #DemandIdentification #B2BSalesStrategy #SocialSelling #DigitalSelling #SocialEnablement #LinkedInLive #Podcast
This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit digitaldownload.substack.com
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By Digital DownloadDiscover why understanding Day One shortlists is crucial to winning deals in today's B2B buyer experience. In this episode of The Digital Download, we break down the findings of the 2025 B2B Buyer Experience Report with Kerry Cunningham from 6Sense. You’ll learn how modern buying behaviors are reshaping sales and marketing, and why being on the buyer’s shortlist from the start is increasingly vital.
Gain practical insights on why traditional lead generation strategies may no longer be effective, as buyers now form their preferences—and often their final decisions—well before speaking with sales representatives. The discussion covers critical topics like demand identification versus demand generation, the importance of buying groups, and the impact of AI and economic uncertainty on buying cycles.
If you’re in B2B sales or marketing, this episode is essential listening. Learn how to shift your approach away from chasing one-off leads and instead focus on holistic engagement that ensures your company is considered from Day One. Kerry Cunningham and the panel explain how new entrants can break into established markets, why most sales pipelines fail, and how organizations must reimagine their engagement strategies to stay relevant.
Highlights -
06:07 Lead Conversion is Ineffective
18:53 Buyers Already Know Their Choice
36:53 "Building Relationships for Sales Growth"
46:31 "B2B Buying: Delayed Cause & Effect"
50:13 Empowering Communities, Beyond Selling
The Digital Download broadcasts live on Fridays at 14:00 GMT/ 9:00 ET.
We strive to make The Digital Download an interactive experience. Bring your questions. Bring your insights. Audience participation is highly encouraged!
You can find a link to our next scheduled live show at https://DigitalDownload.live
#B2BBuyerExperience #DayOneShortlist #DemandIdentification #B2BSalesStrategy #SocialSelling #DigitalSelling #SocialEnablement #LinkedInLive #Podcast
This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit digitaldownload.substack.com