B2B Decision Making Pulse: How Selling Has Evolved

Amid the COVID-19 pandemic, the way companies buy from and sell to each other now looks very different than it used to — perhaps permanently. To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality.

via McKinsey

7 Ways to Win Consumers on Their Path to Purchase

The path to purchase, from start to finish, is rarely linear—it’s more akin to a scavenger hunt. Along the customer journey, one search can spark an entirely new idea or want. And one search can make the difference between your brand and the competition.

Source: Think with Google

How Buyer Intent Data Outlines the eCommerce Path to Purchase

Eighty percent of senior-level marketers in the U.S. and Western Europe agreed that using Intent data for targeting created value, and 67% said that using Intent data for prospecting and retention would give them an advantage over the competition.

via eMarketer

How B2B IT Buyers Consume Online Information Resources

B2B solution buyers have raised the bar. They are more proactive, connected, empowered, and hungry to learn. Their expectations are getting higher. They have more choices. They have access to information anytime and anywhere, but at the same time, they are harder to reach.

via ITSMA

How Responsive Web Design Enables Mobile Commerce

When a buyer visits a company’s website, will their visit result in a good user experience — regardless of the device they’re using at the time? More often than not, that experience is within a smaller screen on a mobile device — such as a smartphone or media tablet.

via Digital Lifescapes

Digital Content Standards will Accelerate the IT Buying Cycle

IT buyer frustration with finding the right marketing content to make informed purchase decisions is of great concern. Without the ability to pre-judge content, buyers  waste time wading through assets that don’t help, which adds over 20% to the time it takes to make decisions.

Buyers who dream of saving time as they gain an informed understanding for better decisions will reward you with revenue.

via IDG Connect

Why B2B Discovery is Driven by Search and Content Marketing

Our research has shown that, on average, business buyers do not contact suppliers directly until 57 percent of the purchase process is complete.

That means for nearly two thirds of the buying process, your customers are out in the ether: Forming opinions, learning technical specifications, building requirements lists, and narrowing down their options, all on their own, with minimal influence from you.

via Think with Google