Wednesday Wisdom: The Three Principles of Modern B2B Marketing (Just Published)

saraboostani

A crucial transformation is needed in the way B2B organizations target and engage potential buyers. This need stems from a fundamental disconnect between how buyers buy, and the strategies employed by B2B companies to attract buyers.

Central to this transformation are three core principles that define modern revenue production.

Principle 1: Marketing and sales must focus efforts against a mutually agreed-upon set of accounts.

Principle 2: Revenue team processes must be tuned to identify and engage buying groups, not just individuals.

Principle 3: Revenue teams must monitor buying groups from each of their targeted accounts throughout their entire buying journeys. 

The newly published, Three Principles of Modern Marketing, written by Head of Research, @Kerry Cunningham, discusses the criticality of each Principle and raises questions for teams to answer within their own organizations.

For many, these will sound like the three principles of account-based marketing. They are. Crucially, though, these three principles do not apply solely to account-based marketing practices. Instead, they apply to virtually all B2B marketing practices.

Get your eyes on the copy by clicking the link below. Cheers!

https://6sense.com/research/the-three-principles-of-modern-marketing/

Kerry

Yes! There are lots of nuances in how you go to market, depending on what you offer, how much it costs, your target audience. But, these three principles apply to every organization that sells something of more than $10k annual value.