If you want to connect with B2B buyers, you must contend with numerous obstacles to break through the noise and set meetings. Deciphering buyer decision roles, navigating purchasing processes, and standing out in a sea of content, emails, and social media messages is a challenge.
But buyers do want to hear from you. Eighty-two percent of buyers say they accept meetings with sellers who reach out to them, according to the RAIN Group Center for Sales Research. You just have to know how best to reach them.
When planning your buyer outreach, it works best to view it through the lens of the five Ws: Who, What, When, Where, and Why. You'll need to know:
- Who you're targeting
- What content your buyers want
- Where they want to hear from you
- When they want to hear from you
- Why they typically accept meetings
In this infographic, we share a framework for breaking through the noise and making meaningful connections with B2B buyers.
Click the infographic to enlarge.
Resources for Strong Buyer Connections
Use these resources to refine your process, connect with the right buyers, and fill your pipeline.
- Who: The 6 Buyer Personas (and How to Sell to Them)
- What: Sales Prospecting: Tips, Techniques, and Strategies
- Where: 9 Appointment-Setting Tips
- When: The 6 Essential B2B Sales Funnel Stages
- Why: How to Build a Value Proposition in Sales
- [Bonus] How to Use Pipeline Metrics to Meet Your Sales Prospecting Goals
