Discovery & Education
At this step of the B2B buying process, the buyer has a problem formulated, an agreement that it is a problem that needs to be fixed and has committed some time and money to fixing it.
Now the hard work begins as your prospect will inevitably throw itself into doing as much research as possible to locate top experts on its problem and determine the possible outcomes it can expect.
Now that the buyer has prioritized the project, it will brainstorm a short list of solution providers.
To make a long st ry short B2B buyers
are a lot more self-educated than ever. Whereas salesmen at a B2B company used to be the most significant source of information for B2B buyers, this has all changed tremendously. You can thank the Internet for that.
B2B buying process
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Gen Report shows that your prospects are actually slovenia whatsapp number data 5 million turning more and more to web searches and vendor websites to fulfill their research needs. 78% of all B2B buyers are using these two resources more than any other. Downloaded white papers, peer reviews and social media, replying to a direct contact from a sales representative, attending industry events and replying to an email offer rounded out the choices.
According to hawkeye’s B2B Buyer Journey Research
, prospects looking for B2B solutions are fond of three things in particular to help them make a buying decision: interactive demonstrations, videos and testimonials. So point your prospects to these tools that explain to them their problem and your solution, all in the goal of getting them to shift consensus.
All this research activity from your prospect is a gigantic opportunity for you to seize control of the situation and present it with its best options for reaching a solution. Now’s your wearing formal clothes? chance to stand out and position your company as the best solution provider.
Evaluate Options
You’ll get better results with your prospects when alb directory you position yourself as the authority in helping them solve their problem. At this stage in the buying process, they’ve already been converted to realizing they have a problem. Now, it’s entirely up to you to sell them on the fact that your company is the solution provider they’ve been waiting for.