Offline information sources remain important, supplemented by new online sources
High-value B2B purchase decisions are typically complex, involving multiple decision makers. They often involve interactions with sales staff to check the fit between product and service and what the client is looking for. Higher in the funnel, when purchasers are comparing the features of suppliers they will use multiple sources.
This research from Global Web Index across a large sample of B2B buyers show the range of information sources that are used. These include both traditional sources such as sales presentations and direct mailing which remain important and newer techniques. For example, communities created by the business or independent communities are surprisingly important. Company pages are on social media are also used are slightly more important that trade ads today.
The chart doesn't clarify 'relevant industry website', we can assume this includes both supplier sites and specialist industry news sites. 'News story' is the second most popular source showing the importance of technical publishers in explaining the options in buying decisions.
- Source: WebIndex Industry websites most influential to B2B Buyers
- Sample: 8,310 B2B buyers
- Recommended resource: B2B Digital marketing strategy guide
source http://www.smartinsights.com/b2b-digital-marketing/b2b-strategy/websites-influence-b2b-purchase-decisions/
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