The B2B Buyer’s Journey

B2B Buyer’s Journey

Your buyers are looking for information first.

B2B buyers are typically 57% of the way to a buying decision before actively engaging with sales.

84% of CEOs and VPs use social media to make purchasing decisions.(Source IDC)

63% of consumers need to hear company claims 3-5x before they actually believe it.

Most B2B buyers say they rely heavily on white papers (82%), webinars (78%), and case studies (73%) to make purchasing decisions. Close behind are e-books (67%), infographics (66%), and blog posts (66%).

In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions.


Caroline Dunn is an experienced marketing executive combining her natural leadership ability and engineering education in marketing communications, content marketing, social media, and product management. She has a proven track record in exceeding sales objectives, leading execution teams, and campaign management.

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