Understanding the Buyers Journey for B2B Sales Success

77% of enterprise buyers admit the purchasing process has become nearly impossible without significant guidance, yet most B2B companies still operate like it's 2010. Mark Donnigan reveals why your traditional sales approach is failing with today's 11-stakeholder buying committees and shares the exact framework that transforms complex enterprise deals from months-long struggles into streamlined wins.

This Marketing Execution Podcast episode breaks down the six simultaneous stages of the modern buyer's journey and why linear sales thinking kills enterprise deals. You'll discover the "mobilizer identification" strategy that creates internal champions, the language mapping technique that builds consensus across technical and business stakeholders, and why 44% of millennial buyers prefer zero sales rep interaction. Mark shares specific omnichannel tactics that position your solution during the critical solution exploration phase when buyers conduct 27% of their research online.

From Mark's two decades scaling tech startups and generating over $500M in revenue, this episode delivers the buyer empowerment methodology that reduces sales cycles and increases close rates for complex B2B technology solutions.

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