On Demand Webinar

No Blank Slates in B2B: Prospects Already Know Who You Are

Summary & Speakers

B2B marketing expert and former SiriusDecisions/Forrester analyst Kerry Cunningham offers rich insights into the misconceptions surrounding B2B buying and the reality of pre-informed buyers. Key takeaways include:

  • Debunking the Blank Slate Fallacy of B2B Buying, which falsely assumes buyers have minimal pre-existing knowledge. In contrast, many purchases come from seasoned buyers replacing or renewing current solutions.

  • Underlining that buyers are far from uninformed when they initially engage with sellers. An estimated 80% of buying groups have their requirements and preferences in place before making contact.

  • Emphasizing the need for marketing organizations to adopt tools that identify prospective buyers early on, maximizing their revenue potential.
     

Looking to learn more? Watch the webinar, which dives into these insights and more about the evolving landscape of B2B buying and ABM strategy.

 

Kerry Cunningham

Kerry Cunningham

Analyst and Thought Leader, 6sense

With 25 years of experience in B2B demand generation and management with organizations like Forrester and SiriusDecisions, Kerry leads B2B thought leadership at 6sense and helps B2B clients transform outmoded revenue generation practices.

Harrison Liss

Harrison Liss

VP Business Development

Harrison has over 13 years of experience building relationships with clients and leading partner strategy. At Elevated Third, Harrison worked with such clients as Verizon, Comcast, Transamerica, Six Flags, Kaiser Permanente, and Arrow.

One 6sense Success Story

Lyra web collage

We helped Lyra align current marketing efforts with ABM strategies including intent-based advertising, custom content, and BDR outreach cadences while optimizing the 6sense platform.

“...the ABM work we started with Elevated Third contributed to a 7-figure increase in our pipeline.”

Brian Grady
Director of Campaigns, Lyra Health

Read the case study

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