B2B Buyer’s Journey Mapping
B2B buying decisions are complex.
Several people are involved in narrowing a shortlist of vendors to consider and deciding whether or not to make a purchase. To understand B2B buying decisions, you need to know these buyer personas and how they interact. That’s where we come in.
With our B2B customer journey mapping, you can learn:
- The buyer personas involved in decisions to make B2B purchases.
- What gets vendors onto the shortlist.
- The key buying criteria that motivates a purchase.
- What inspires continued brand loyalty post-purchase.
Get the answers you need. Our B2B tech expertise gives us the context to ask the right questions of the right people.
The Right
People
- Each buyer persona that makes purchase
decisions in target companies. - Your current customers.
- Potential customers.
- Competitors’ customers.
- Partners.
- Your sales team.
- Former members of rival sales teams.
The Right
Questions
Such as…
- Which buyer personas make B2B purchase decisions
in the target market? - What is the key buying criteria for each persona?
- How much does marketing influence the buyer’s journey? Sales efforts?
- What criteria is used for narrowing down a shortlist
of vendors to consider? - How often are you losing deals? Why?
- Do buyer personas prefer to buy “best of breed” solutions or to stick to a single platform?
- How much does price factor into the decision to buy?
- What sort of support models do customers prefer?
- How often is each buyer persona interacted with during each
stage of the buyer’s journey? - How often are the buyer personas interacted with post-purchase?
- Do competitors offer a different level of interaction?
- Do implementation problems harm brand loyalty?
- How do customers measure successful implementation?
B2B Revealed Podcast
B2B is a complex and challenging field, but most of all, it is fascinating. Join Sean Campbell, CEO of Cascade Insights, as he shares over 20 years of experience in the B2B market.