Interesting Infographics: Who Do People Buy From?


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In today’s Interesting Infographic, we focus on the buyer – who do B2B buyers purchase from and why? What resonates best with a B2B buyer? We can use this information to re-energize our B2B demand generation. The introduction to the Infographic summarizes it as follows:

Buyers are attracted to people that know their stuff, who generate trust and help them make informed decisions throughout the process. A recent study by LinkedIn revealed that 92% of B2B buyers are more likely to buy from someone known as a thought leader in their industry.

The following visual describes the underlying motivations behind today’s buyers, platforms that they prefer and specific content types that help move them down the sales funnel.

Becoming Thought Leaders

Putting in time, effort and resources to become a thought leader is worth the effort because as the research indicates, B2B purchasers are more likely to engage with someone who is known as a thought leader in their industry.  Plus, with the wide variety of publishing platforms available, every member of your sales team can be seen as a thought leader. In addition, on average, decision makers consume 5 pieces of content before being ready to speak to someone about the product or service.

Choosing the Right Platform

This where B2B social media plays a role. Not surprisingly, the majority of B2B buyers used LinkedIn to support their purchase process.

Finally, it all comes down to producing the right content for your buyers in your B2B demand generation play. The infographic below uses a very useful illustration of a funnel with the most popular content types at each stage. I think this makes this infographic a terrific resource – remember to bookmark this page the next time you need to create content.

B2B Buyers Infographic - Who Do People Buy From?

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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