Interesting Infographics: Little-known facts that could improve your B2B buying process

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My last post about the B2B buying process was so popular that I decided to share another Infographic on the same topic. What are your customers thinking during the buying process?

In this interesting infographic by ThomsonData, B2B marketers can further understand their customer’s feelings from the beginning to the end of the sales process. For example, 50% of the leads you gain may be qualified – though there’s a good chance they’re not likely to make purchases. On the other hand, 25% of the leads should result in sales, as these tend to be genuine.

Consider these facts in the B2B buying process, which are emphasized by ThomsonData:

Scrutinizing the B2B buying phases

  1. Conduct web research: this is where it’s necessary to have an appealing, user-friendly website.
  2. Fill in the contact form: engaging content is imperative to encourage web users to share their information.
  3. Developing leads: According to 59% of B2B marketers, email is a necessary channel for increasing revenue.
  4. Sealing the deal: RFP (request for proposal) is conducted.

Consider the map to nurturing B2B marketing objectives

  1. Make breakthroughs via research.
  2. Take time to analyze research. Note: according to a survey, this is when sales slow down. As a result, there’s more pressure to cultivate leads.
  3. Share research results with the team. Note: up to 50% of the sale goes to the first responding vendor.
  4. Share research with decision-makers. Note: in the last five years, the sales cycle has boosted by 22% because decision-makers are increasing their participation in the buying procedures.
  5. The process for purchasing bids begins.
  6. Vendors create timelines.
  7. Final decisions are executed.

FYI: B2B content marketing tips

  • If you want to bring awareness to your product/services, facilitate content through demand generation, infographics, informative stories and search engine optimization.
  • Use live events, testimonials and demos for your customers’ decision-making purposes.
  • For customers to make considerations, publish email newsletters, eBooks and whitepapers.

Click on the image below to view the full infographic. I look forward to reading your thoughts in the comment box.

b2b-buyer-phases

Republished with author's permission from original post.

Louis Foong
Louis Foong is the founder and CEO of The ALEA Group Inc., one of North America's most innovative B2B demand generation specialists. With more than three decades of experience in the field, Louis is a thought leader on trends, best practices and issues concerning marketing and lead generation. Louis' astute sense of marketing and sales along with a clear vision of the evolving lead generation landscape has proved beneficial to numerous organizations, both small and large.

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