B2B Salespeople Say They Get the Best Results From Referrals

B2B Salespeople Say They Get the Best Results From Referrals

• Nov 05, 2018
• Dan Hoff
• 0
• Account Based Marketing, B2B Marketing, Sales Enablement, WOM Marketing

from Marketing Charts

We know that word-of-mouth is the most powerful purchase influencer for consumers. But, what is not so obvious is that it works in B2B too. A new study [download page] from ValueSelling Associates finds salespeople consider referrals as the most effective method for reaching prospects. And this is far ahead of any other method.

Prospect Engagement is the Key Here . . .

Studies show that getting targeted prospects to engage is and obstacle. In fact, it is the top B2B demand generation challenge.  And, recently, Bizible also found that word-of-mouth/referrals were said to have the biggest impact on revenue. But, interestingly, these studies show an interesting twist. They indicate that prospects were even more likely to initially engage with a vendor if the salesperson offered target-specific information as well.

To see more of the data and insights, read the full article at MarketingCharts.com

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