• Latent Buyers vs. Active Buyers: Why You Need Different Sales Procesess (with Frank Nardi, CRO at Cin7)

  • Oct 3 2024
  • Length: 1 hr
  • Podcast

Latent Buyers vs. Active Buyers: Why You Need Different Sales Procesess (with Frank Nardi, CRO at Cin7)

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  • Summary

  • Not all buyers are created equal. In this episode, Romeo sits down with Frank Nardi, CRO at Cin7, to unpack the key differences between latent and active buyers. You’ll discover how to tweak your sales approach to connect with both types and avoid costly mistakes from treating every lead the same.

    HIGHLIGHTS:
    00:00 Intro
    02:34 Inventory management
    08:18 The role of a Chief Revenue Officer
    14:00 Breaking Silos
    23:38 Creating a smooth handoff process
    29:05 Latent buyers vs. active buyers
    37:07 Personalization in the customer journey
    49:44 Moments that matter
    55:02 Applying ABM and PLG

    Connect with Frank Nardi

    LinkedIn | Webpage

    Connect with Romeo Mann:

    LinkedIn | Webpage

    ***
    This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.

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