B2B Buyers Seem to Be Engaging Sales Reps Earlier in the Process

B2B Buyers Seem to Be Engaging Sales Reps Earlier in the Process

• Aug 15, 2019
• Dan Hoff
• 0
• B2B Marketing, Buyer Journey, Sales Enablement

from Marketing Charts

A recently released Demand Gen Report’s 2019 B2B Buyers Survey Report [download page] has brought up evidence that runs counter to what we thought to be true. For the past few years, we have seen data that suggests that B2B buyers were not engaging with brands until very late in their buyer journey.

A Long-Held Assumption May No Longer Be Valid

However in this study, they found that currently nearly three-quarters of respondents report that they engaged far earlier now. They indicated that they spoke to a vendor within the first 3 months of their buying process. And, in fact, it went much deeper than that with them actually engaged with a sales representative from the vendor they selected in that period as well.

One key element brought out in this study is what buyers say they value most from vendors. Of prime consideration for vendors is being able to demonstrate knowledge of their buyers and their needs. This is the one thing that sets winning vendors apart from the others. And a big part of demonstrating knowledge of the buyer and their needs is being able to provide them with relevant content.

To see more of the data and insights and for some tips on how this information can help your B2B sales cycle, read the full article at MarketingCharts.com

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