Elusive Buyer 2.0: How Marketers Move Them from Anonymity to Revenue

Presented by

Ardath Albee, CEO & B2B Marketing Strategist at Marketing Interactions Greg Ott, Chief Marketing Officer at Demandbase

About this talk

Did you know that buyers spend only 21% of their buying process in conversations with salespeople? With buying committees growing and “visible” sales cycles shrinking, the ability of marketers to engage anonymous website visitors, transition them into named-accounts, and enable salespeople to productively pursue deals is critical for improving revenue performance. This webinar is perfect for you if: You need to identify prospects faster You need more visibility into the buying process You need more highly qualified sales opportunities You need to be more relevant from the start You’re afraid you might be leaving revenue on the table Key Takeaways: Why anonymous accounts are not as invisible as you might think Why every impression your marketing makes counts How Moneyball theory can help you find hidden revenue opportunities Why personalization is powerful and how it can go wrong When to move from individual prospect to named-account strategy How Buyer 2.0 has changed sales enablement for marketers

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