- December 19, 2023
- Posted by: admin
- Category: B2B Customer Experience
In accordance with Gardner’s insights, today’s B2B buyers undertake a crucial “learning journey” when navigating the path to a purchase. An astonishing 62% of this journey occurs independently of direct seller interactions. Sales leaders, armed with a mere 38% leverage, strive to deliver value to customers, aiming to secure time and influence.
This approach is particularly pronounced when buyers are considering high-quality, low-regret, large, and complex solutions. It’s evident that buyers have abundant access to both high-quantity and, in many cases, high-quality content, enriching their learning experiences.
While most sellers excel in creating compelling content, buyers place higher value on sellers who can:
- Pose Thoughtful Questions: Guide buyers in asking the right questions, both to themselves and their suppliers, facilitating a more informed decision-making process.
- Prioritize Information Relevance: Assist buyers in identifying the most crucial information influencing their purchase decisions, aiding in a more focused and efficient learning journey.
- Discern Consistent Patterns: Enable buyers to recognize consistent patterns or themes within the information landscape, enhancing their overall understanding and confidence in the decision-making process.
Unveil the key strategies to align with the B2B buyer’s learning journey and elevate seller success in a dynamic marketplace.
