b2b marketing & sales have changed
DESCRIPTION
Today Buyers might Be anywhere from 66% to 90% of the way through their buying journey before they reach a sales repTRANSCRIPT
HAVE
MARKETING& SALES
B2B
CHANGED
10-15 years ago B2B sales used to be
Buyers expected to get informations from Sales Rep
Meet the customer before any competitorClose the deal
Discover his needs
Discover influencers recommenders decision makers
Show them the benefits of your
solution
withinformation
available
TheINTERNET
TRADESHOWNEW is
the
B2B Buyers
B2B"Buyers share contentwith colleagues
Source : http://j.mp/content4demand-infographic
4
Number of Influencers in Enterprises Increased
Q. Please estimate the total number of people, on average, involved in influencing major enterprise technology purchases within your organization. Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2014
Today Buyer’s Journey
spotONvision infography (adapted)
Today Buyer’s Journey
70% of his journey before talking to a sales rep 30% remaining time
KingContent is
So
as a bait
Content works
leads
BLOG
BLOG B
LOG
MEDIA & CHANNEL
the Buyer uses
VALUABLE
For the BuyerThat solve their problems and help do their job better
RIGHT TIME
In the Buyer’s JourneyAwareness!Consideration!Purchase
PROVIDING CONTENT TO THE BUYER
MEDIA & CHANNEL
the Buyer uses
VALUABLE
For the BuyerThat solve their problems and help do their job better
RIGHT TIME
In the Buyer’s JourneyAwareness!Consideration!Purchase
Vendor web site
Info graphics
PROVIDING CONTENT TO THE BUYER
