Buyer Behaviour

Monday, March 1 2010

Take a moment to think about the last significant purchase you made; a flat-screen TV for example, or white goods of some kind. Where did you start your purchase process?

I’ll bet that most answers to this question involve the internet, whether it be a Google search, a consumer review site, a price comparison site, or even the website of the shop you intended to visit.

Now consider the B2B buying process. Why should it be any different? B2B Buyers are increasingly using the internet to start their purchase process, meaning the traditional method of attempting to reach them by phone is being met with increased resistance.

If you want to make the most of this new pattern of Buyer Behaviour you need to ensure you have the people, processes and tools in place to engage these decision makers at the earliest possible opportunity.

Contact us today to discuss how to get your Sellers in front of your target Buyers.

What other common factors are having a negative impact on Sales and Marketing productivity?
Collaboration Between Sales and Marketing
System Collaboration
Inaccurate Reports
Investment