EPISODE 12 | May 16, 2025
Pre-Sales Influence: The Hidden 70% of B2B Buying
CMO Bala Vishnad reveals the iceberg framework for pre-sales influence. How to shape buyer thinking before sales engagement begins.
Key Takeaways
- The iceberg model: Sales enablement is 30% visible; pre-sales influence is 70% hidden but determines outcomes
- Redefine buyer thinking: Shape how buyers think about the problem itself, not just your solution
- Become trusted authority: Establish credibility before vendors are even being evaluated
- Reshape buyer criteria: Influence the criteria buyers use to evaluate vendors
- Restructure the scorecard: Define the check marks buyers use to make final decisions
Guest
Bala Vishnad, CMO & Author
Key Topics
Pre-Sales Influence, Buyer Journey, B2B Marketing, Sales Enablement, Thought Leadership, Vendor Evaluation
Tags
pre-sales influence, buyer journey, B2B marketing, thought leadership, vendor evaluation, CMO
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