Switch to buying groups
If you stress out your champions, you lower their chances of convincing their company to buy by 59%. Whereas switching to buying group marketing makes you 2.5x more likely to win. We can guide you through the people, tech, and process changes necessary to get everyone targeting groups. - Readiness assessment - Martech audit - Buying group implementation - Change management
Buying groups increase win rates 2.5x
Why do you make it so hard on your champions? If your team relies on one contact per account, and decisions are made by committee (8-13 people), you’re expecting your champion to do most of the selling for you. And they don’t even know your product or message yet.
Relieve the pressure on your champions and increase your deal likelihood by working the entire buying group. Buying group marketing is about expanding your awareness of who all is on the account, by tracking group “completion” in the CRM. You then make it a whole go-to-market requirement to send individualized messages to get each role intrigued, then consensus messages to get them to agree. This helps you earn your champion’s gratitude (nice!) and increase your odds of winning.
And hey, if this sounds like an enterprise strategy, think again. Sendoso found it was so effective, and the technology so affordable, they’ve rolled out buying group measurement to even their small business accounts.
