Buyers need help making buying decisions
Highly considered business purchases involve many decision makers and follow a nonlinear path, making it a challenge for customers to make buying decisions. To win sales deals, marketers must help buyers throughout the journey.
Sellers have little opportunity to influence decisions
Research finds that when businesses are considering a purchase, they spend most of their time researching independently online before speaking to a salesperson.
Buyers complete a set of tasks before making a decision
Business buyers complete distinct tasks before making a purchase. Once a problem is identified, stakeholders explore solutions and develop requirements before developing a short-list of suppliers and working to build consensus.
Purchase ease matters
Customers reward suppliers that make buying easier. That is why our Buyer Enablement Platform is so effective in helping companies win more sales deals.