TrustRadius’ Post

Interesting discussion on Insightly about B2B buyer friction points. Interesting stat about CEOs being more involved with buying decisions (over 50% of buyers have CEO involvement). This could change the complexion and complexity of the buying committee. From our vantage point, the conversation at the person-to-person stage has to be based on a mindset of curiosity and how the buyer(s) define value so the c-suite can be on board with the decision. Read for more insights

Here's a notable bit of B2B buying research that shows some conflicts among buyers and buying groups. Almost an equal number of buyers are accelerating purchase decisions based on changing business climates (29%) as are delaying them for similar reasons (31%). Also of note: Overall the purchase cycle has been extended as decision-makers require more thoroughness, and buyers are increasingly looking to existing vendor relationships for their next purchase as dealing with trusted brands and managing risk become much more important. This will create added educational challenges for new market entrants or new solutions. Link in the comments. #b2bcontentmarketing #b2bmarketing #branding

How a person (or company) 🧠 thinks about something makes a difference in what they focus on. For example, buyers and vendors think about ROI differently. ⚖️ Vendors (63%) list 'Cost Savings' as number 1, while that's second in line for buyers (41%). Second for vendors (61%) is 'Revenue impact', while for buyers (29%), it's fifth. 🤔 Having this information, and understanding what's important to buyers and how they think about ROI can 💪 help vendors shape their products and messaging to truly deliver and reach customers. Learn what else is 🏆 important to buyers and where GTM teams are missing the mark in our 2023 B2B Buying Disconnect report: https://bit.ly/3Ql6ytO #ProveItorLoseIt #ROI #SelfServe #BuyingJourney

When we asked vendors what their top five marketing tactics were, 🫣 free trials didn’t crack the list. Based on the top five most influential resources according to buyers in our 2024 B2B Buying Disconnect research, free trials were No. 1. 😬 Now, there's a disconnect. B2B tech buyers are looking for a 🤩 try-before-you-buy experience that will allow them a confident purchase decision. Vendors—this is your chance! 🎊 Discover more of what buyers are looking for and how you can fill the 🕳️ gaps in your GTM strategies in our report: https://bit.ly/4efXP5T #YearOfTheBrandCrisis #FreeTrial #B2B #GTMStrategies

👀 Here's a really important B2B tech buyer-vendor disconnect for you... According to our B2B Buying Disconnect report, when ⚖️ comparing the top five vendor marketing tactics versus the top five resources buyers consulted, we only have one overlapping resource. 💻 Vendor or product website. Sales reps were next in line as a common resource, but in 6️⃣ sixth place; whereas the rest of vendor tactics were further down the line for buyers. Find out how you can 🧵 cinch up that disconnect and others in our report: https://bit.ly/3RRL9bM #YearOfTheBrandCrisis #B2Btech #TechBuyer #B2BMarketing

Both buyers (37%) and vendors (20%) list 'Hiring new employees' as their 🥇 first planned area of spending when economic conditions improve. 🥈 Second on the buyers' list is 'Purchasing new technology' (27%). With 'Paid media' and 'Review generation efforts' tied for second at 14% on the vendors' list, it 👀 looks like vendors are right in line, prepping to reach those interested buyers. So, how can you gain 🚀 momentum and outrank your competitors? By starting NOW to give buyers the self-serve product info they're searching for throughout the buying process. ⛏️ Dig into our 2023 B2B Buying Disconnect report to learn how: https://bit.ly/3Ql6ytO #ProveItorLoseIt #selfserve #B2B #GTMstrategy #buyersjourney

Did you know that nearly 70% of buyers, according to Forrester, prefer purchasing through indirect routes or channel partners rather than directly from the supplier? This change in buying behavior shows the evolving dynamics of the b2b marketplace. Why b2b Buyers Prefer Indirect Channels? Here are some key reasons: 🌟 Localized Solutions. Channel partners often provide solutions that are tailored to meet local market needs and preferences, ensuring a better fit for the buyer's specific requirements. 🌟 End-to-End Solutions. Indirect channels can offer comprehensive solutions that cover the entire process, from purchase to implementation and beyond, providing a seamless experience. 🌟 Brand Strength & Trust in Local Sellers. Buyers tend to trust local sellers more, as they are perceived to have a better understanding of the local market and customer needs, which adds a layer of reliability. 🌟 24/7 Tech Support in the Local Time Zone. Having round-the-clock technical support available in the buyer's native language ensures that issues can be resolved quickly and effectively, enhancing the overall user experience. These factors underscore the significance of strategic partnerships and the role of indirect channels in the modern b2b landscape. As businesses navigate this intricate environment, comprehending these trends can provide a competitive edge. Discover everything about channel partners, including their types, benefits, and objectives, in our article "Understanding Channel Partners: A Comprehensive Guide." https://lnkd.in/dwN5iN3Y #B2B #ChannelPartners #partnerships

The B2B buying process at enterprise levels is a meticulous, strategic, and often lengthy journey. Recent insights from 6sense have shed new light on how these buyers are making their purchase decisions today. 🔍78% of buyers had already determined their solution requirements or experienced only slight changes after initial vendor interactions. This highlights a crucial reality: by the time a buyer interacts with your sales team, they likely have a clear vision of what they need. As marketers, you must ensure you are visible and credible during their research phase. 🏆 84% of buyers will ultimately choose the first vendor they contact. It means that having a strong, proactive presence early in the buyer's journey is more important than ever. You're at a significant disadvantage if you're not the first point of contact. What actionable recommendations would you suggest to drive better engagement with potential enterprise buyers? #ABM #B2BSales #6sense #EnterpriseSales #B2BBuyingJourney #SalesAndMarketing

In the ever-evolving landscape of B2B buying, recent research indicates that buyers are autonomously progressing through 70% of their journey before engaging with sellers. Notably, 78% of B2B buyers solidify their requirements prior to initiating contact, with the first-contact vendor winning the business 84% of the time. To be successful, vendors must strategically intervene early, employing tactics like thought leadership content, expert consultations, and educational events. The study reveals prevalent buyer interactions, including virtual and in-person meetings, consumption of vendor content, and engagement with analysts, peers, and industry events. Understanding these dynamics is crucial, as the average buying cycle spans almost 11 months, and vendors must navigate an average team size of over 9 members in this intricate process. https://lnkd.in/eJr8E_yF #B2BInsights #BuyingJourney #VendorsUnveiled

One of the most common areas I see #B2B vendors struggle with, is failing to enable their buyers. There's always an appetite to enable sellers, and of course there should be. But your internal champion needs help too in navigating "selling" inside their own business to other stakeholders. Sadly, failing to invest time and resources in enabling buyers leads to: 💡 Slower deals as buyers have to constantly get support in answering questions and making the case for your solution. 💡 Confusion, and dissatisfied customers as the buying business often lacks real clarity in what they are buying (and not buying.) 💡 Lost deals as your internal champion buyer struggles to make the case to other stakeholders, and simply gives up or gets side-lined. How much of your enablement effort is going to help your buyer move forward, compared to your seller close a deal? Worth looking at. #b2bmarketing #b2bsales #enablement