The ROI Guy

JULY 23, 2015

Their research indicates that when B2B buyers are making a purchase decision, they go 57% of the way through the buyer’s journey BEFORE engaging with a sales rep. For more complex purchases, sales rep engagement starts at the beginning of the journey even more - two-thirds of the time. B2B is quite different than B2C.

B2B Sales 40

B2B Sales Forrester B2B Disintermediation 40

The ROI Guy

DECEMBER 6, 2010

Now, in B2B, we have seen a similar dramatic shift towards prospects taking charge of the buying cycle, using on-line content marketing, resources and tools to drive research, comparisons and purchase decisions. Even with a continued recovery and more financial optimism through 2011, the shift to frugality is fundamental and permanent.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

MAY 19, 2015

Popular metrics indicate that buyers are 57% percent of the way through their purchase process before they engage a sales rep (CEB). For more complex purchases, sales rep engagement starts at the beginning of the journey two-thirds of the time.

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40