CustomerThink article:

  • Forrester Research says that 74 percent of B2B buyers do at least half of their research online before buying.
  • SiriusDecisions reports that 70 percent of the buyer’s journey is over before a prospect contacts sales for more detailed information.
  • The Corporate Executive Board states that 57 percent of executives have already made a purchase decision before they contact sales.

Even though those statistics are different, the take away is that prospects aren’t dependent on you or your sales team to get close to making a purchase decision. You may not hear from a prospect until they have a short list of vendors to choose from based on internet research.

Therefore, you need to be aggressive in using digital marketing tools to make sure prospects find you when they’re surfing the ‘net searching for information about your type of solution. Those tools can include things such as SEO, Pay Per Click advertising, blog posts, being active on social media, and more.

Kathleen Allardyce Digital and Content Marketing

Since 2004, when Kathleen Allardyce established Getting It Write, Inc, she has used her background in writing, consulting, marketing and sales to help small business owners and startup entrepreneurs create content that differentiates them from their competitors to supercharge their marketing and sales.