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

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Manage episode 345834211 series 3239211
Content provided by RJC Consulting Global Inc. and Ruth-Joy Connell. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by RJC Consulting Global Inc. and Ruth-Joy Connell or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

🎯 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

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

💼 Work with us: Systems That Scale™ Program

💌 Be a part of our growing email list: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

  continue reading

44 episodes

Artwork
iconShare
 
Manage episode 345834211 series 3239211
Content provided by RJC Consulting Global Inc. and Ruth-Joy Connell. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by RJC Consulting Global Inc. and Ruth-Joy Connell or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

🎯 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

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

💼 Work with us: Systems That Scale™ Program

💌 Be a part of our growing email list: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

  continue reading

44 episodes

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