B2B Buyer Journey rather Buyer “Learning” Journey.

What do I mean by B2B Buyer “Learning” Journey?

As per Gartner;

💡 Today’s B2B Buyers embark on a “learning journey” when they set out to make a purchase — and 62% of that learning takes place
outside of conversations with sellers. Sales leaders have a maximum of 38% leverage to deliver value to customers to win time and influence.

Buyers adopt above approach especially when they purchase a high quality, low regret, large and complex solution

You will agree with me that, Buyers have access to high quantity and most cases high quality content/information helping to educate and enrich their learning…

While most Sellers do a good job in creating compelling content, Buyers appreciate if Sellers can;

1. Determine the right questions to ask themselves and their suppliers

2. Identify which information matters most in their purchase decision

3. Identify consistent patterns or themes in the information

More in next post…

#BuyerJourney #B2BSales #B2BBuyerExperience #ContentStrategy #B2BSales