MARKETING FOR BUSINESS TO BUSINESS SELLING AND TODAY’S BUYER’S JOURNEY - MARK DONNIGAN INTERVIEW

Marketing for Business to Business Selling and today’s Buyer’s Journey - Mark Donnigan Interview

Marketing for Business to Business Selling and today’s Buyer’s Journey - Mark Donnigan Interview

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The B2B buying process can be lengthy and complex, with multiple decision-makers and stakeholder groups involved. This can lead to long sales cycles and a lower win percentage for businesses. However, by understanding and catering to the needs of the buyer throughout the journey, B2B marketers can decrease sales cycle times and increase the chances of winning a sale.

The buyer's journey refers to the process that potential customers go through when considering a purchase. It typically consists of three stages: awareness, consideration, and decision. By understanding where potential customers are in their journey and tailoring marketing efforts to meet their needs and interests at each stage, B2B companies can shorten their sales cycles and increase their chances of winning business.

As buyers move into the consideration stage, they are actively comparing different options and weighing the pros and cons of each. B2B marketers can use this opportunity to highlight their product's or service's unique features and benefits, and provide case studies and testimonials to illustrate how it has helped other companies solve similar problems.
Once buyers have narrowed down their options and are ready to make a purchase, it's important for B2B marketers to be available and responsive to address any final questions or concerns. This may involve providing demos, samples, or additional information to help the buyer make a confident and informed decision.
By aligning marketing efforts with the buyer's journey, B2B companies can effectively shorten their sales cycles and increase their win percentages. By understanding where buyers are in their journey and providing the information and support they need at each stage, B2B companies can build trust and credibility, ultimately leading to more successful sales outcomes.
How B2B Marketing Will Change in 2023
By welcoming new technologies and trends, B2B marketers can remain ahead of the curve and provide a seamless and customized experience to their target audience. By embracing brand-new innovations and trends and focusing on customer experience, B2B online marketers can place themselves for success in 2023 and beyond. By staying current with the most current trends and technologies, B2B online marketers can position themselves to prosper here in the altering landscape of 2023 and beyond.

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