Understanding different types of B2B buyers

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It's important to know the avatar or profile of the buyer you are targeting in B2B. This infographic from Acquity Group may help.
#b2b #buyers #type #understanding
  • Profile picture of the author amcg
    Nice infographic, I think it largely is true. Online vs offline, which is essentially transactional versus 'full service', is going to be interesting to watch in the coming years.

    On the one hand, clearly everyone is starting to look online first for product research and in some cases are buying. Nevertheless, online retailers are typically loss making entities at the moment, from the top i.e Amazon.

    Compare that to physical stores which carry all those overheads - inventory, staff etc and yet, most folks still buy in store.
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  • You're right, there are many prospects checking out your online presence as we speak, months or years before they contact you or you contact them. I always find my most aggressive B2B clients, with strong outbound sales teams, also have a robust content marketing effort of white papers, case studies, videos, infographics, etc.
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    Marketing is not a battle of products. It is a battle of perceptions.
    - Jack Trout
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