Years ago, purchasing decisions were made on an individual basis and it was enough to win over the big fish. However, things are very different now. Purchasing committees and teams are the norm . No manager or business owner dares to make a purchasing decision worth thousands of euros without professional support.
Shopping today is complicated by the phone number list complexity of solutions to each problem, not to mention global financial instability and security issues.
B2B buyers secure their decisions by adding different types of professionals from their teams to buying groups , regardless of their roles, teams, and locations. Each stakeholder brings to the table different concerns, priorities, and individual opinions, making the buying process extremely eventful as they struggle to reach consensus on the solution that works for everyone. They have to negotiate. And that’s never easy.
The B2B purchasing process stops, accelerates and loops
The buyer's journey is anything but a straight line from start to finish . The customer's buying journey was once illustrated as a linear process where prospects progressed step by step to become customers. This business school model is now outdated.