Wednesday Wisdom: Missed Signals Are Holding Back B2B Sellers (An Article)

saraboostani

There’s a crucial connection between the size of B2B buying teams and the scale of their purchases. Higher value deals are evaluated and purchased by bigger teams. 

In a study we did last year, we explored whether B2B organizations with premium offerings were tapping into a broader spectrum of buying signals to detect buyers. Unfortunately, our findings were a bit disappointing.

Our research shows that selling to bigger buying teams is associated with using fewer, not more, signals. While higher value deals are easier to detect, the cost of missing them are substantially greater. And, this laid back, “Hey, they’re easier to detect, so I’ll just keep it simple” mentality is not recommended. 

But, we did find some positive inspiration from Tech companies who utilize a wider array of buying signals without stretching their budgets. Read more about it in our 4-minute report!

https://6sense.com/blog/see-no-buyer-hear-no-buyer-missed-signals-are-holding-back-b2b-sellers/

@Kerry

Kerry

There's more at stake in higher value deals. There will be fewer of them and the cost of missing one is greater. If you sell deals in the $75k or great range, you have to make sure you're not missing buying signals, either third-party or your own.