Adapting Your Revenue Strategies To Win The Hearts, Minds & Budgets Of Your Defensive Buying Groups

Unlocking predictable revenue hinges on establishing meaningful connections with the buying groups within your target accounts. By adeptly addressing their unique needs using accurate account and buyer intelligence and activation tools, you empower their research and decision-making processes.

As marketers, we must understand and develop GTM strategies and programs that resonate with multiple buyers at your best opportunity accounts. Drawing insights from exclusive research conducted by INFUSE and 6sense, and incorporating lessons from marketing and revenue leaders, this session will delve into the following:

• Business and tech purchase drivers that generate tech investments today;
• Buying committee roles, dynamics and preferences by stages of their decision journey;
• Company business and tech priorities and which technologies buying groups are focused on; and
• Tools, content, channels and resources they rely on at different stages of their decision process.