The decision-making process of B2B buyers has undergone significant changes.
Over the past few years, there has been a notable shift in the behavior of B2B technology buyers, marked by reduced trust in new vendors and their sales representatives. Present-day buyers exhibit a preference for conducting independent research, forming their own conclusions and using self-service options.
- In this episode, we explore the following topics:
- The shifts in buyers' behavior since the onset of Covid-19
- The objectives and tasks that buying groups aim to achieve
- The increasing significance of communities in the buying process
- The evolving role of salespeople in the modern buying landscape
- Strategies for how marketing can adapt to the changing behaviors of buyers