A CBX guide: How to win over the cautious buyer
Winning over a cautious buyer isn’t about what solutions you have. It’s about how well you understand your client’s environment and how you use that intelligence to engineer a deal too good to pass up.
The Momentum ITSMA Client Buying Index (CBX), a survey of 370 business and IT leaders across North America, Europe and Asia-Pacific, revealed that enterprise buyers are experiencing a “paradox of choice”. They’re overwhelmed with more information and choice than ever before, which is making purchase decisions harder and riskier.
This guide, written for marketing and sales leaders, reveals the top four factors that impact how cautious buyers respond to your engagement, and is designed to help you win, grow, and retain your most valuable relationships.
More in
-
Three ways to reap the benefits of ABM in Professional Services
In the first of a three-part series, we explore how to align ABM with your firm's strategy to transform client relationships and drive growth.
-
The art of alignment: Three pillars of sales and marketing cohesion
Although we’ve made great strides in bridging the gap between sales and marketing, the need for unification has intensified in the last few years.
-
The power of incumbency: Rethinking your marketing resource allocation
Jodi Lebow, VP Global Demand Center, Hexagon and Robert Hollier, Partner, Momentum ITSMA, advise on ABM budget strategies in light of new buyer research.