Average buying center size in companies with 1.000+ employees consists of over 30 employees . On such a scenario, how should Sales and Marketing work together to close the big deals? How do you make sure you score 20/20 on Awareness, Confidence and Trust? Not only the size of the buying group is significantly more complex. If your size deal is very high, making your customer feel safe will be a critical factor in your selling cycle. As identified by Gallup “a…
Why successful B2B companies invest on share of voice (SOV)
- 20th April 2020
Have you ever tried to close a sale on an existing customer, only to hear the disappointing news that they chose to go elsewhere? In B2B, you need to ensure your share of voice (SOV) is above your Share of Market ( SOV) to keep sustainable growth. The Share of Voice rule has been in place for over 50 years in B2C. It is about time B2B companies start paying attention to general marketing principles that apply in their field…