Summit Europe Sessions Main Tent Know Your Buyer Findings from the 2019 Buying Study for Sales Marketing and Channel

Know Your Buyer: Findings From the 2019 B-to-B Buying Study for Sales, Marketing and Channel

Thursday 10 October 2019 | 16:45 - 17:30

Speaker(s):  Angela Leech, Paul Ferron

Focus: Operationalize, Optimize

Priorities: Personas and Buyer Insights, Program Design and Activation, Channel Demand Creation

Do you want to know more about your b-to-b buyers, whether they buy directly or through indirect channels? How can organisations leverage insights into the buyer’s journey to inform sales, marketing and channel decisions at the regional level? Insights and guidance on understanding buyers’ needs is one of the most popular topics across our client base. To ensure clients have what they need, we conduct our proprietary B-to-B Buying Study every two years. We’ll share fresh data from this year’s study to help you understand buyer preferences across different global regions, industries and buyer personas. You’ll also learn about buyer roles, engagement levels, decision drivers, content preferences and interaction preferences.

This presentation will provide the following benefits for sales, marketing and product:

● Learn how to recognise and analyse current b-to-b buyer behaviours and preferences throughout the buying decision process and across multiple buying scenarios

● Discover how to identify action items and key considerations concerning b-to-b buyers for sales, marketing and channel leaders within your organisation

● Understand practical steps for addressing b-to-b buyers via direct and indirect routes to market