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