B2B Marketing Whitepaper: Simplifying the Path to Purchase in a Complex Sale

Complex-Sale-CoverYour customer is on a journey from identifying a need to purchasing a solution. The path the customer takes to the end purchase will depend on the complexity of the purchase and the need for more information.


This whitepaper attempts to demystify the process that businesses and individuals go through when deciding to make a purchase.  


The path to purchase can be visualized in seven steps, based on the B2B research conducted by Mediative and presented in The BuyerSphere Project Book: How Business Buys from Business. 


In this whitepaper, you will learn:


  • The thought process of the buyer during each step.
  • What you must do to ensure you are in consideration as the buyer moves to the next step.
  • Online touch points to consider at each step. E.g your website, search, and social media.


If you can identify who the key players are, where they are involved in the process, provide them the information they need at the time they need it, reduce the risk and maximize the potential reward, you can be the last vendor standing after the purchase has been made.


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