Centrilogy: Purchase Experience is the key to GTM
Why Purchase Experience?
Purchase Experience is 53% of the buyers criteria
- Brand, Product Features and Delivery make up only 47% of B2B buyer criteria
- B2B prospects already know you! They are 60% through their buying process before your Solution Seller shows up!
- You have to blow them away through the Purchase Experience. Blow-them-Away!
Actionable Insights unlock the Purchase Experience
B2B customers want unique reasons to buy from you. It is not a cool feature and they will figure out how to get their price!
- Teach Them – about their market, something they are missing, a different perspective of a business issue
- Challenge Them – be the expert and tell them how to solve the problem
- Show Them – real people with real results
Solution Selling is DEAD; Lead with Actionable Insights
Centrilogy uses its iGTM™ suite to help you identify and continually develop Actionable Insights by:
- Building cross-functional, collaborative teams that bring wide customer, market and organizational knowledge
- Using proven tools and methodologies to align your teams behind the right Purchase Experiences
- Creating one voice to the customer with an approach that shortens the sales cycle and build customer loyalty; changing the customer conversation by promoting “agitation vs. aggravation” – driving customers to go where they need to go rather than where we want them to go.