Scale Your Marketing To Win
The question of how to scale marketing to win must is answered by looking at the incredible complexity that buyers are facing today. Never before has there been more information available, making it easier than ever for buyers to gather information, leaving fewer opportunities for sellers to influence the buying decision.
Gartner research has found that B2B buyers send just 17% of their total buying activity time meeting with suppliers. When you consider that they are likely meeting with at least two to three suppliers, that means just 5% of their time is available for your company to influence the buying decision.
It is common to have anywhere from six to 10 decision-makers involved in the process. With each bringing to the decision four or five pieces of information that they’ve gathered. Thus why more than 75% of B2B buyers describe their latest purchase process as difficult and overly complicated.
We empower our clients to win by designing highly effective processes to handle a buying journey that isn’t linear. B2B buyers and their influencers/stakeholders engage in what can be referred to as looping, where the six primary jobs to be done by the B2B buying committee gets revisited multiple times.