Metric Monday: How far along in the buyers journey are B2B buyers when they finally engage sellers?

As you might have read in this post, we recently wrapped up a survey asking 900+ B2B buyers about their experience. What did we find? B2B buyers are 70% of their way through their buying process by the time they engage sellers directly. In a typical deal cycle, that’s eight months in. 

This means buyers have started their research long before they raise their hands to sellers. As a seller, to connect effectively, position yourself as a thought-leader and start building relationships early on, however this doesn’t mean bombarding buyers with meeting requests before they’re ready (we’ll talk about the exact stat that supports this on a future Metric Monday). Instead, the focus should be on serving as a valuable resource during their research phase. This involves aiding them in accessing your existing content by putting it in front of forms. Let your content be easily available and position yourself as the go-to for answering their questions.

By establishing trust and providing valuable resources from the outset, you lay a robust foundation and secure a top-of-mind position when they're ready to make a purchase. A solid online presence coupled with the delivery of pertinent information can be the game-changer in capturing their attention.

We’ll be discussing stats from the 2023 Buyer Experience Report on Metric Mondays over the next several weeks, but you can also get your eyes on the full report right away by accessing the link here. There is so much great conversation to be had regarding this research and we look forward to doing that with you all!

@Kerry