#newchasm — Public Fediverse posts
Live and recent posts from across the Fediverse tagged #newchasm, aggregated by home.social.
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When we make decisions based on limited information and assumptions, are expectations are more likely to not be met than met. That is the world of most enterprise technology decisions. #techbuyingdynamics #newchasm #efforteffectiveness
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When we make decisions based on limited information and assumptions, are expectations are more likely to not be met than met. That is the world of most enterprise technology decisions. #techbuyingdynamics #newchasm #efforteffectiveness
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Most Valued Content Continues To Build The Regret Story | LinkedIn https://buff.ly/3G1r9OT
A content view of the #EffortEffectiveness story I shared yesterday. #techbuyingdynamics #regret #NewChasm
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Most Valued Content Continues To Build The Regret Story | LinkedIn https://buff.ly/3G1r9OT
A content view of the #EffortEffectiveness story I shared yesterday. #techbuyingdynamics #regret #NewChasm
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New Blog Post: The Effort Effectiveness Crisis https://buff.ly/3FVUKcr
Too often we blame issues on laziness, but the really problem is we don't use good form in our efforts and everyone suffers. #TechBuyingDynamics #NewChasm #b2bsales #b2bMarketing
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New Blog Post: The Effort Effectiveness Crisis https://buff.ly/3FVUKcr
Too often we blame issues on laziness, but the really problem is we don't use good form in our efforts and everyone suffers. #TechBuyingDynamics #NewChasm #b2bsales #b2bMarketing
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What happens to marketing where budgets exist anywhere?
In our latest research, ever category of technology we covered had widely distributed funding. From IT paying for it, a business unit paying for it, to a special project, and on to multiple groups (with our without IT).
"The economic buyer" is now often unpredictable and just one part of a complex buying situation --- and there may be more than one.
Only path to predictability is to focus beyond tech on value scenarios and target customers that buy effectively (while coaching those that don't on who should be involved). In B2B, your #ICP is a company not an individual. Too much focus on individuals will be a never ending battle and path to frustration. Individuals do matter, but who they are varies by company and situation. Get the organization and value scenario connection right first.
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"Regret only impacts retention" - a colleague shared that off the cuff remark they heard. And it is so wrong. Yes, regret impacts retention--in orgs that are less likely to regret purchases.
But in orgs likely to regret, they are less of a retention risk, BUT they (a) take much longer to buy, (b) have more no decisions, (c) are less likely to expand, and (d) more likely to downgrade.
Regret is largely caused by evaluations built on assumptions and lack of research and effort.
Just like the wrong assessment about regret impacts. #NewChasm #TechBuyingDynamics