Credit: Intersection Consulting.
A new study from Connected Marketer and DemandGen Inside the Mind of the New BtoB Buyer reveals some very interesting shifts in the behavior of BtoB buyers.
Push vs Pull
Traditionally information and material about a product or service originated from the company, was evaluated by analysts and distributed by the sales reps. Now buyers have access to reviews and comparisons online. They are finding their informaion is many places. They are talking to their peers.
“The buyer is armed with even more information and leverage. Sales and marketing professionals need to recognize and embrace this in order to succeed in today’s market.”
The New Influences in the Buying Process
BtoB buyers are actively using social media in many steps along the path of the purchase-making decision...
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