Understand the new profile of B2B buyers: The market has experienced a series of changes related to B2B buyers :
Purchasing decisions are increasingly made independently;
The procurement process has been driven by B2B buyer committees ;
There is little or no direct involvement from marketing or sales teams;
Buyers access companies when they are well-nourished.
Today, B2B buyers are already 57% of the way through their purchase decision when they contact a supplier. About 68% of leads prefer to research a business problem or solution on their own. This means that less than 30% of B2B buyers want to talk to your sales team when they make a purchase.
What lessons can we learn from this? First, there is the need to understand this new pattern of B2B buyers.
Furthermore, it is notable that marketing is increasingly bahamas mobile database taking on the responsibilities traditionally assigned to sales teams. With inbound marketing, the scope of this sector has expanded – today it ranges from attracting initial interest to educating potential customers. In other words, the conversion funnel is also evolving along with the buying cycle – and your company needs to prepare for this.
So keep reading and understand the new profile of B2B buyers.
Everything indicates that the traditional funnel diagram that most companies have been using in their purchasing journeys is undergoing profound transformations.
Today’s B2B buyer can reach a purchasing decision without ever having to contact the supplier, simply communicating with a representative to finalize the transaction.
This means that by identifying a problem and signing up for a solution, the prospect charts their own path to purchase.
That’s why your company needs to familiarize itself with the quirks and trends of the modern B2B buyer. This will help your digital marketing team or agency reshape your sales and marketing funnel through a more assertive strategy.