Large ImageFirst70: The B2B Go-to-Market Advantage: Shaping the First 70% of Buying Decisions Before Sales Even Starts
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Description
What if your sales team only met buyers already convinced you're the ideal solution?
B2B prospects form 70% of their buying decision, independently researching, forming opinions, and narrowing options without your input.
Drawing from 25+ years in B2B technology, Bala Vishwanath reveals how market leaders systematically shape these critical early decisions, creating measurable advantages: higher win rates, shorter sales cycles, and premium pricing competitors can't match.
First70 reveals:
• Why traditional B2B approaches fail in today's buyer-driven landscape
• How to decode digital behavior to forecast buyer needs
• Techniques for narratives that frame how prospects evaluate solutions
• Methods for building credibility when buyers form initial opinions
• How to create content that shapes requirements without appearing promotional
• Approaches for converting awareness into qualified pipeline
• Strategies for multiplying influence through ecosystems
• Methods for activating customer advocacy throughout the journey
• Tactics that unify go-to-market functions for maximum pre-sales impact
Who Should Read This Book:
• Executives: Transform revenue approach to drive growth
• Marketing Leaders: Revitalize strategy as conventional tactics yield diminishing returns
• Functional Leaders: Improve pipeline quality and translate capabilities into compelling narratives
• Business Leaders: Build go-to-market approaches from the ground up
From Concept to Execution:
Tailored for Organizations of All Sizes:
• Enterprises: Orchestrate complex initiatives creating seamless buyer experiences
• Mid-Market Companies: Create focused programs leveraging existing capabilities
• Growing Businesses: Develop approaches creating outsized influence with limited resources
With discounted access to resources:
• Assessment Tools: Tools to identify your capability gaps
• Planning Templates: Roadmaps for transformation
• Measurement Models: Systems connecting influence to revenue
• Cultural Models: Guidance for global implementation
• Industry Applications: Adaptations for various industries
Transform Your Sales Process From Reactive to Strategic
What makes First70 different is its focus on the invisible portion of the buying journey that most organizations ignore. Instead of simply optimizing your sales process after prospects engage, you'll learn to actively shape how buyers think about their challenges from the beginning of their research journey.
You'll Discover How To:
• Create buyer journey maps that identify exactly when, where, and how to engage different prospect types
• Develop category-defining thought leadership that positions you as the natural solution provider
• Build trust signals that open doors when buyers form their initial opinions
• Design content journeys that progressively advance prospects through awareness states
• Implement advocacy programs that transform satisfied customers into vocal champions
First70 isn't theoretical, it's a practical playbook. The 30-60-90 day implementation roadmap ensures you can begin transforming your go-to-market approach immediately, with quick wins that demonstrate value, while building toward comprehensive capabilities.
If you're facing long sales cycles, unpredictable pipelines, or difficulty differentiating, First70 reveals why, and exactly what to do about it.
The battle for your next deal isn't happening in the sales meeting. It's already taking place in the invisible 70% of the buying journey.
Are you there to win it?
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