B2B Nation · 2023-05-23 · 19 min
How many times, B2B marketers, have you sat on a pipeline call reviewing open opportunities and heard someone comment on how long an opp has been open and what can be done to move it along? Quite a few times, no doubt. Outreach from the sales rep, an open opportunity nurture sequence, and even executive outreach are all possible solutions. But wouldn’t it be better to avoid the problem to begin with? In this episode of the B2B Nation podcast, we talk with Trinity Nguyen, VP of Marketing at UserGems,about her team’s approach to closing deals faster. And it relies on a rather old tactic from the B2B marketing toolbox - personas. Trinity’s team discovered that when three personas were involved in the buying process,her company closed more sales. The personas were dubbed “The Three Musketeers,” and today Trinity and her team strive to marketo to these roles to get them involved as early in the process as possible. RELATED ARTICLE: How Business Users Change the Game of B2B Marketing Also on this episode, we’ll talk about Trinity’s hopes for the second half of 2023, the most important relationship she has in her organization as a marketer, and Trinity’s favorite tools.
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