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More People are Involved. More
People are Involved. of B2B buyers have increased the number of stakeholders involved in the purchase process. The More People Involved, The Less Likely a Purchase For any given sale, 7 – 20 people are involved in the decision. As the number of people increases, the likelihood of purchase declines. Source: KnowledgeTree
Especially When Costs Are
High 9090%% For more than of B2B buyers, the amount of research done depends on price. As price increases, the amount of research increases. Source: SalesForce
Buyers Wait to Come Forward
5757%% Buyers don’t contact suppliers directly until of the purchase process is complete. Source: Corporate Executive Board
And This Trend Will Only
Continue 8080%% By 2020, of the buying process will occur without any direct human-to- human interaction. Source: Forrester
Buyer Expectations Have Changed B2B
buyers expect the same range of omni- channel options they enjoy as consumers. 4949%% of B2B buyers prefer to use consumer websites to make work-related purchases. Source: The Future of Commerce
#1 According to B2B marketers,
generating high-quality leads is the top challenge today. Quality Leads Are Scarce The #1 Challenge. Source: IDG Enterprises
Get to Know Sangram Vajre
Get to Know Sangram Vajre Sangram Vajre has quickly built a reputation as a leading mind in B2B marketing. Before co-founding Terminus, a SaaS platform for account- based marketing, Sangram led the marketing team at Pardot through its acquisition by ExactTarget and then Salesforce. He’s the author of Account- Based Marketing For Dummies and is the mastermind behind #FlipMyFunnel. Click here to follow Sangram on Twitter.