If watching your prospects’ buying committees getting bigger and bigger has you a little stressed out, you’re not alone. According to MarketingSherpa, technology marketers identified ever-growing buying committees as the top marketing challenge of 2007.
Nowadays the typical number of decision makers for a technology purchase of over $25,000 ranges from 6.8 to 21 people depending on the size of the company. It’s even worse for purchases over $250,000.
MarketingSherpa feels that marketing departments will have to expand their prospecting databases and outreach activities on a per-account basis. I think it also means that marketing needs to do a better job of understanding the prospects’ buying process.
If you want to know more about how to uncover your prospects’ buying process, read our earlier post titled Map Marketing to the Prospects’ Buying Process. You’ll Accelerate the Complex Sale.
Technorati Tags: technology marketing, buying process, complex sale
This article was first published October 23, 2007 on the Tatum Marketing blog
If watching your prospects’ buying committees getting bigger and bigger has you a little stressed out, you’re not alone. According to MarketingSherpa, technology marketers identified ever-growing buying committees as the top marketing challenge of 2007.
Nowadays the typical number of decision makers for a technology purchase of over $25,000 ranges from 6.8 to 21 people depending on the size of the company. It’s even worse for purchases over $250,000.
MarketingSherpa feels that marketing departments will have to expand their prospecting databases and outreach activities on a per-account basis. I think it also means that marketing needs to do a better job of understanding the prospects’ buying process.
Tue, Nov 3, 2009
Strategy, Traffic
Written by: Susan Tatum