How to Tap into the Mind of Corporate Decision Makers - Ep. #31

The Profit Scale

🎯 Top Takeaway from Today's Episode

Your marketing strategy should be in alignment with your target clients.

📌 Key Points from the Episode

Corporate Buyer’s Ecosystem

This is a framework to help you identify the key roles involved in the decision-making process, as well as the type of information that is most relevant to each role at each stage.

The 3 Key Roles Influencing the Decision-Making Process in Hiring Outside Experts

1. The Information Gatherer: This role is responsible for researching potential vendors, vetting the vendors to ensure that they meet at least the basic requirements, and understanding their expertise.
2. The Authorizer: This is the person who is responsible for ensuring that whomever they hire can produce an outcome that positively impacts the department and the company's goals.
3. The Advocate: This role represents the person who will directly engage with you while you deliver your service.

📊 Statistics You Need to Know

Research shows that close to 70% of the B2B buyer's journey (Eira, 2022) is completed before a prospect reaches out to you.

💡 Take Action

Create one piece of marketing material tailored to one of the three roles that we discussed earlier today.

🔗 Links

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