How to earn the trust of today’s self-guided B2B buyers—before they even raise their hand
27:32
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We hope you enjoy the session
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SPEAKERS:
Victoria Albert
CMO
Jon Russo
Founder and CMO
SESSION OVERVIEW:
Today’s buying groups are larger, operate by consensus, and begin research independently in the dark funnel—often months before contact is made. This self-guided research is largely driven by AI, particularly LLMs, which buyers leverage to create vendor shortlists. So, how do marketers adapt to the changing B2B buyer journey while simultaneously engineering their GTM motions for AI? In this webcast, hosted in collaboration with B2B Fusion, INFUSE CMO Victoria Albert breaks down how modern buyer behavior has changed—and how AI can be used to detect intent earlier, personalize outreach, and drive aligned, efficient growth.
This webinar explores:
The importance of early engagement to cement positioning on vendor shortlists
How larger buying groups have resulted in longer, more complex purchasing journeys
How to reach and engage buying groups operating within the dark funnel
Steps for optimizing and aligning on KPIs across sales and marketing
Join INFUSE and B2B Fusion for an exploration of how AI and efficiency are reshaping modern B2B go-to-market strategies, and what marketers need to do to stay ahead. Watch now
WEBCAST RECORDING
01:32 – Buyers have become more defensive
06:22 – Buying behavior is undergoing a digital transformation
08:11 – Buying groups have become more consensus-based
11:03 – Engaging buying groups within the dark funnel
17:30 – Improving your brand’s discoverability
20:29 – Orchestrating buying journeys
23:46 – The importance of sales and marketing alignment
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