The latest article on ‘The Forrester Blog’ is titled “Buyer Behavior Helps B2B Marketers Guide The Buyer’s Journey”.

Lori Wizdo says, “Today’s buyers control their journey through the buying cycle much more than today’s vendors control the selling cycle. Although it varies greatly with product complexity and market maturity, today’s buyers might be anywhere from two-thirds to 90% of the way through their journey before they reach out to the vendor. For many product categories, buyers now put off talking with salespeople until they are ready for price quotes. Forrester research shows that today’s B2B buyer will find three pieces of content about a vendor for every one piece that marketing can publish or sales can deliver”.

Buyer Behavior Helps B2B Marketers Guide The Buyer’s Journey

The Forrester Blog

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