B2B Buying Timeline [TABLE]
Almost half of B2B buyers indicate that they’re spending more time researching purchases, according to Demand Gen Report’s 2018 B2B Buyers Survey Report. But separate results from the study suggest that the timeline hasn’t elongated too much, and that vendors should engage with buyers early on in their buying process.
The survey asked 259 B2B marketing executives to estimate their timeline for taking a variety of steps in the buying process.
Fully 69% of respondents indicated that they spoke to and engaged with a sales representative from the vendor they selected within the first 3 months of the process.
The Demand Gen Report research also finds that two-thirds of buyers developed an informal list of potential providers within the first 3 months of the buying process, including 30% doing so within the first month.
Additionally, 72% collected preliminary information on pricing/costs within the first 3 months. As it turns out, easy access to pricing and competitive information is critical to B2B buyers, two-thirds of whom said it was important information for them to see when they visited the website of potential solution providers for a purchase. Read the rest at MarketingCharts.
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