Inside the Mind of Today’s B2B Buyer: What’s Changed and How to Adapt
- Published in Web Seminars
When: Thursday, August 18, 2011 1:00 PM - 2:00 PM EDT - Register Today
In an effort to keep our finger on the pulse of B2B buying behavior, we have recently concluded the research behind the 2011 Inside the Mind of the B2B Buyer survey. In this webinar, we will review the top-line results and give you a sneak peak at the anatomy and behavior of today’s B2B buyer and what has changed since last year’s study.
Findings from this year’s survey of over 250 respondents will be analyzed in this webinar, revealing significant ongoing changes in the behavior in today’s B2B buyer, including:
- Further delays in engaging with sales representatives when researching potential solutions
- Increases in paid pilot projects
- The trend of free trials and “freemium” models
- The number of contributors providing input into the decision-making process
- The increasing role of peer influences in the early stages of the buying process
- Importance of demos/product overviews
- Greater interest in vendor comparison analysis at later stages of the buying process
For an advanced look at this year’s research, please register for this upcoming webinar.