O Veredito Está Dado: Grupos de Compra na Frente
Buying groups are the way to go to break the barriers of MQLs in your organization. Find out how you can make the transition with just three simple steps.
The Verdict Is In: It’s Buying Groups For The Win
In the tech world, marketing qualified leads (MQLs) have been a traditional barrier for organizations looking to make progress. Forrester’s recent article dives into the importance of shifting towards buying groups as a more effective approach.
Buying groups, also known as demand units, are a collection of individuals within an organization who make collective decisions. By targeting these groups instead of individual MQLs, companies can align their marketing and sales efforts more effectively.
The article emphasizes that traditional MQLs are no longer sufficient in a B2B marketing landscape where consensus-based buying decisions are increasingly common. To adapt to this shift, organizations need to focus on identifying and engaging buying groups through targeted strategies.
By following three key steps outlined in the article, companies can begin the process of transitioning from MQLs to buying groups:
- Identify the demand landscape
- Target buying behaviors and preferences
- Align internal teams around buying groups
Overall, the shift to buying groups represents a strategic evolution in B2B marketing, offering a more comprehensive and collaborative approach to reaching potential customers.
Company/App Summary:
Forrester is a leading research and advisory company that provides insights and guidance on a wide range of technology and business topics. With a focus on helping organizations navigate the digital age, Forrester offers research services, consulting, and events to support decision-making and growth.
