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B2B buyers like to hear from vendors early in the research process, prefer email to phone calls, and want tailored content based on primary research, according to recent research from the RAIN Group.

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.

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image of Ayaz Nanji

Ayaz Nanji is a digital strategist and a co-founder of ICW Media, a marketing agency specializing in content and social media services for tech firms. He is also a research writer for MarketingProfs. He has worked for Google/YouTube, the Travel Channel, AOL, and the New York Times.

LinkedIn: Ayaz Nanji

Twitter: @ayaznanji