If you are in the B2B space, you’ve likely read all the statistics about the rapidly evolving buying process. Complexity is the theme. More stakeholders are involved. Sales cycles are getting longer. Decision makers are doing more and more independent research before contacting a salesperson.
One data point from a D&B Report that you may not have seen is that 67% of B2B buyers say relevant communication highly influences the decision to choose one provider over another.
Which means, your corporate story matters more than ever before. And, it has to resonate with the key stakeholders in the buying process.
> Does your story align with the voice of your customer?
> Do you know what keeps them up at night?
> Do you know what their core buying requirements are?
> What about the compelling events that trigger purchasing decisions?
> Does your messaging speak to these and other critical drivers in the buying process?
Arming your sales team and infusing your content with highly relevant messaging that resonates with buyers can make the different between winning more deals or losing out to the competition.
When was the last time you went through a disciplined “messaging : buyer alignment” process?
If your lead generation efforts are failing. If your sales closure rates are falling. It might be time to stop down and align your go-to-market messaging with the voice of your customer (buyers). While this will take some time and effort. It will be well worth it.
Having a message that aligns with your buyers mindset will attract more attention, convert more qualified leads and significantly increase your revenue for quarters to come.
Learn how we OnMessage can help your business develop and activate a clear, compelling and consistent story that resonates with buyers and accelerates growth. Speak to one of our experts today.
That’s Your OnMessage Minute.
