B2B Buyers: Hot Trends in 2016

B2B Buyers: Hot Trends in 2016

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  B2B Buyers: Hot Trends in2016 © Primary Intelligence, Inc. 2016
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  Connie Schlosberg Digital MarketingSpecialist Primary Intelligence
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  Housekeeping • Session willbe available on Primary Intelligence website • All phone lines are muted • Please ask questions using the Chat function • #B2BTrends2016
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  Carolyn Galvin Director ofIndustry Insights Primary Intelligence
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  Hot The buying processwill happen (mostly) without you Buyers expect B2C excellence from B2B vendors Firms with effective Personas and Journey Mapping will surge ahead
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  The buying processwill happen (mostly) without you “Business technology buyers complete more than half of their evaluation process before contacting sales, and they seek opinions from other users ahead of vendors and analysts.” – Pragmatic Marketing “57% of buying activities are complete before sellers are involved.” – CEB Global “Up to 90% of the buying process in B2B may be completed before a business makes a sales call.” – Forrester
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  The buying processwill happen (mostly) without you • Put your best “digital face” forward. • Tightly integrate Sales & Marketing. • Ensure multi-channel presence.
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  “Highly aligned B2B organizationsachieve 19% faster revenue growth and 15% higher profitability.” – SiriusDecisions
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  Buyers expect B2Cexcellence from B2B vendors “Online B2B sellers recognize that the customer experience in a B2B environment is just as important as the customer experience for B2C.” – PracticalEcommerce “The consumerization of IT is dramatically transforming the traditional ways companies sell products and services to other businesses and consumers. It’s no longer business-to-business or business-to-consumer. It’s business- to-everyone.” – Avanade
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  Buyers expect B2Cexcellence from B2B vendors • Ensure systems are mobile-ready, customer focused, and include automated, self-service functionality.
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  “A B2B customerwill regularly use six different channels throughout the decision journey, and almost 65% will come away from it frustrated by inconsistent experiences.” – McKinsey & Company
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  Firms with effectivePersonas and Journey Mapping will surge ahead “Firms are recognizing how customer experience can be a driver of both business differentiation and profitability.” – Circle S Studio “Personas put a face on the user – a memorable, engaging, and actionable image that serves as a design target.” – Tamara Adlin, President, Adlin, Inc.
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  Firms with effectivePersonas and Journey Mapping will surge ahead • Engage in Persona building to identify and characterize typical customers. • Use Journey Mapping to offer consistent, positive customer experiences.
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  “Customers jump throughmultiple channels when interacting with you. The complex nature of their non-linear journey means there could be more than one journey your customers take. Mapping out customer paths from the first interaction to the last will show if customers are achieving their goals in each stage.” – Kushal Dev, Co-founder, Customer Guru
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  Questions? Carolyn Galvin Director ofIndustry Insights Email: [email protected] Phone: 385-351-6593
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  MORE INFORMATION • PrimaryIntelligence Personas http://tinyurl.com/hb4ffbs • Primary Intelligence Journey Maps http://tinyurl.com/jlcszx3 • Upcoming State of Win Loss Webinar (1/20/16) http://go.primary-intel.com/SOWL-2015.html • Industry Insights at Primary Intelligence http://bit.ly/1QG2uLB • Industry Insights Mailing List http://bit.ly/1Mj3VhD • Primary Intelligence http://www.primary-intel.com/
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  Thank you!