Marketing to Business Buyers
The landscape of B2B has changed dramatically. 80-90% of the decision-making journey is made online, with only 5% of that time spent talking to your company’s sales rep.
Companies’ buying committees used to consist of 3–5 people but now number closer to 11. Each person on that committee has questions they hope your website will answer.
Sales cycles can be long, depending on the complexity and size of the deal. Building trust ahead of time and nurturing those contacts can lead to more revenue faster.
Reputation and brand matter when selling to other businesses. With marketing that works alongside your sales team, you can get better-qualified leads and win more often.
