Do you know 💡 77% of B2B Buyers say, their latest purchase has been complex or difficult?

As per Gartner survey, 77% of B2B Buyers latest purchase was complex or difficult.

Let’s look the reasons for this experience ✍️ :-

A. In complex and big deal purchases, typically, 6 to 20 decision makers are involved

B. Often, these decision makers do their own home work with data points that may or may not be similar to others

C. Available solution options from a variety of vendors makes it difficult for making right purchase decision

🔥 How are Buyers dealing with this complex often difficult buying process ?

Smart Buyers typically cover following aspects of purchase process to make informed and right decisions.

The same is known as 😇 “Jobs.” There are 6 Jobs :-

1. Problem identification – need to do something

2. Solution exploration – what’s out there to solve their problem?

3. Requirements building – what does this purchase supposed to do for them?

4. Supplier selection – does this purchase perform what its expected to do?

5. Validation – think they know the right answer, but need to be sure

6. Consensus creation – let’s get everyone on board, build a consensus.

#b2b
#b2bbuyer
#buyingandselling
#buyingjourney
#b2bsales