The Rockstar CMO Studio: Seeking the Hidden Buyer

This week, Jeff Clark, former Forrester Research Director, is back, and he and our host Ian Truscott, discuss some new research into the hidden B2B buyer from Edelman, and, adhering to the Rockstar CMO editorial policy, they share 5 f’in’ things to help reach them through your thought leadership.

The five f’in’ things this week:

1. The “safest choice” isn’t always the winning one

2. Develop the extended personas

3. Define tactics that attract the hidden buyer

4. Why thought leadership works when other tactics don’t

5. Setting up your CRM to identify hidden buyers

As always, we welcome your feedback. If you have a suggestion for a topic that’s hot for you that we should discuss, please get in touch using the links below.

Enjoy!

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The Links

The people:

• Ian Truscott on LinkedIn

• Jeff Clark on LinkedIn

Mentioned this week:

• The Rise of the Hidden Buyer: Rethinking B2B Influence Beyond the Obvious | Edelman

• Map your Buying Groups and Stakeholder Committees in your CRM — Squivr

• Velocity B

Rockstar CMO:

• The Beat Newsletter that we send every Monday

• Rockstar CMO on the web, Twitter, and LinkedIn

• Previous episodes and all the show notes: Rockstar CMO FM.

Track List:

• Stienski & Mass Media – We’ll be right back

• The Rasmus – In the Shadows (Official Music Video)

You can listen to this on all good podcast platforms, like Apple, Amazon, and Spotify.

Learn more about your ad choices. Visit megaphone.fm/adchoices