Adam Needles: 2X Stakeholders, QLs & Buyer Unit Demand - Episode #11
How can B2B marketers succeed when every deal involves 11 or more stakeholders?
In this episode of Connect to Market, host Casey Cheshire welcomes Adam Needles, CEO and Co-Founder of ANNUITAS, Inc., to unpack the game-changing concept of Buyer Unit Demand (BUD). Adam challenges the outdated reliance on MQLs and ABM and introduces a new framework for engaging the full buying unit, with multiple stakeholders who have diverse roles and needs throughout the journey.
He shares how marketers can design conversation tracks that align with real-world buying dynamics and explains why buyer-led…
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