The report was based on data from a survey conducted in June and July 2017 among 488 global buyers responsible for $4.2 billion in annual B2B purchases. The researchers also surveyed 489 B2B sellers.
Some 71% of B2B buyers say they want to hear from vendors early in the buying process. when they are looking for new ideas and possibilities to drive business results, 62% want to hear from vendors when they are actively looking for solutions, and 54% when evaluating specific providers.
Some 80% of B2B buyers prefer to be contacted via email. Only 49% like being contacted by telephone.
Some 70% B2B sellers say they contact leads by phone.
B2B buyers say they are most likely to respond to outreach efforts from vendors if they foresee needing the product/service, if they have the budget for a purchase, if the provider offers to share something of value, and if they have bought from the provider previously.
B2B buyers say the content that most influences whether they decide to accept a meeting/to connect is relevant primary research, descriptions of the vendor's capabilities, and pieces that are 100% customized.
About the research: The report was based on data from a survey conducted in June and July 2017 among 488 global buyers responsible for $4.2 billion in annual B2B purchases. The researchers also surveyed 489 B2B sellers.
Continue reading "What B2B Buyers Want: Sales Outreach and Content Preferences" ... Read the full article
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