Champagne Strategy

Dale W. Harrison - Exposing the hidden incentives behind B2B purchases. Understanding procurement and buying committee dynamics - S5 Ep2

05 Feb 2024

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Brain Hurt Scale = 5/10. No one in B2B buys based on value. Procurement and buying committees don't operate how you think they do. And why do 50%+ of B2B purchases end in a no-decision? If you want your career to be occupied with creating ads, rely on correlation, work status and manipulate company politics to get ahead. Nothing wrong with that, it's fine. Go for it. You will do well. But if you actually want to affect revenue and profit, this is an episode you can't miss. Dale and John reveal some of the dirty secrets that lie hidden deep within the industry. Use this rare information to get ahead as a challenger brand and succeed in the marketplace if you want to. Learn the history of Salesforce's success. The one that doesn't get talked about. Learn why some of these academic 'laws' of marketing actually work or don't work in real life. Why should you be really skeptical about the propositions ABM vendors and demand-gen platforms sprout? What lies do marketing heads and vendors tell you which you should actually ignore? Start listening to get head. Or be left behind.

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3ª PARTE | 17 DIC 2025 | EL PARTIDAZO DE COPE

01 Jan 1970

El Partidazo de COPE

13:00H | 21 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

12:00H | 21 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

10:00H | 21 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

13:00H | 20 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

12:00H | 20 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

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Champagne Strategy

Dale W. Harrison - Exposing the hidden incentives behind B2B purchases. Understanding procurement and buying committee dynamics - S5 Ep2

This episode hasn't been transcribed yet

Other recent transcribed episodes

3ª PARTE | 17 DIC 2025 | EL PARTIDAZO DE COPE

13:00H | 21 DIC 2025 | Fin de Semana

12:00H | 21 DIC 2025 | Fin de Semana

10:00H | 21 DIC 2025 | Fin de Semana

13:00H | 20 DIC 2025 | Fin de Semana

12:00H | 20 DIC 2025 | Fin de Semana

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