Transforming the B2B Buyer Journey
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€41.99
A01=Antonia Wade
Author_Antonia Wade
B2B customer relationship management
B2B customer retention
B2B marketing funnel
B2B sales conversion
B2B strategy
Buyer behaviour
Category=KJC
Category=KJMV7
Category=KJS
Consumer insights
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eq_business-finance-law
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Product details
- ISBN 9781398606807
- Weight: 355g
- Dimensions: 158 x 235mm
- Publication Date: 03 Mar 2023
- Publisher: Kogan Page Ltd
- Publication City/Country: GB
- Product Form: Paperback
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Boost lead generation, improve pipeline conversion and build loyalty with clients using this guide to designing a successful end-to-end B2B marketing buyer journey.
Changes in B2B buying have heralded a new age of B2B marketing. Transforming the B2B Buyer Journey offers a new way of thinking that accommodates the many nuances in buyer behaviour. It provides a step-by-step guide to mapping the buyer journey, aligning channels, metrics and tactics according to their needs at each stage. The framework shows how to get more value out of brand investments, choosing and using technology and how to gauge return on investment. It also shows how to develop marketing as a real lever for business growth and how to reengineer marketing's relationship with sales.
Written by a highly experienced and award-winning Chief Marketing Officer, as well as containing case studies and examples from organizations including PwC, Accenture, EY, Salesforce, ServiceNow and NCR, it features tips and templates as well as common pitfalls to avoid.
This is an essential resource for ambitious B2B marketing professionals looking to achieve the competitive edge and change the traditional marketing relationship with buyers.
Antonia Wade is the global CMO of PwC, leading brand strategy for one of the world's most trusted companies, creating flagship campaigns and running the marketing technology stack. Previously CMO at Capita and she led global marketing teams at Thomson Reuters and Accenture. Based in London, UK, she is on boards for ITSMA and Propolis and is a mentor for the Marketing Academy scholarship program. She has been ranked by Marketing Week as a Top 100 Marketer.
