B2B sales must recognize and accommodate buyers at various levels of self-sufficiency in the purchasing process. Widespread access to the Internet has changed life as we know it. Not only are once-token errands like trips to the supermarket and holiday gift shopping increasingly shifting online, but B2B buyer behavior is occurring most often in the digital
The 2014 UPS B2B Buyers Insight Study found that buyers consider online research essential to the supplier selection process. Industrial supplies purchasers were asked to identify their preferred method for researching industrial products. The majority of respondents reported that a supplier’s website (68%) and search engines (52%) are their preferred methods. Similarly, respondents were asked to identify
If you want to attract B2B buyers with content, you need to understand what B2B buyers think about content. 93% of B2B companies use content marketing. If you want your content marketing efforts to be effective you need to understand why B2B buyers consume and value content. When you understand what B2B buyers think about content
The 2014 UPS B2B Buyers Insight Study found that companies need to have a strong online presence to grow their business. Buyers are looking for information online Buyers are conducting research on industrial suppliers online. Sixty-eight percent of buyers research supply purchases via supplier website, and 52 percent use search engines. In their report, UPS and TNS
