Ungated Assets #3 - B2B Time Spent with Suppliers During Sales Cycle
Ungated Assets is an ongoing series that breaks down a compelling B2B marketing stat that's been collected, validated, and made available to the internet at no charge.
Buyers are spending only 17% of their time* meeting with suppliers during B2B sales cycles.
The B2B buyers journey is skewing more and more towards an individual effort where buyers are devoting time to conducting their own research online and asking their peers “what are you guys using?”
Even more shocking is that in a multi-solution sales opportunity, buyers may only be spending 5% – 6% of their time with any one vendor’s sales team!
The conclusion here is to have really strong materials readily available on your website like
- Product pages that detail problem, solution, and outcome
- A heavy dose of social proof
- As many video assets as you can produce that are high-value and contextual for a B2B buyer doing their own research
If you’re not enabling the buyer journey when you’re not involved, you’re missing out on B2B lead generation opportunities you’ll never know about!