The B2B purchasing procedure can be prolonged and intricate, with multiple decision-makers and stakeholder groups involved. This can lead to long sales cycles and a lower win percentage for companies. However, by understanding and catering to the needs of the buyer throughout the journey, B2B marketers can decrease sales cycle times and increase th
Marketing for the Buyer’s Journey - Mark Donnigan
In today's fast-paced business world, B2B companies are under increasing pressure to shorten their sales cycles and increase their win percentages. One way to achieve these goals is by aligning marketing efforts with the buyer's journey.One key aspect of the B2B buying journey is the awareness stage, where buyers become aware of a problem or opport