Customers look for useful information everywhere

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Customers are equally open to receiving useful information through face-to-face or digital channels. Why do they prefer to search for it themselves on the Internet ? Convenience and a clear rejection of the jargon and tactics of old-school salespeople . Customers are channel-agnostic, seeking out the information they need to feel confident in their decisions.

It's about creating an ecosystem of high-quality information and tools that ensure buyers move easily through the purchasing process. Years ago, purchasing decisions were made on an individual australia email list 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 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.

In addition to being aware of these changes that have already occurred in B2B marketing , at Bannister Global we believe that you have to offer relevant and coherent information at every opportunity you have to have contact with a potential buyer. And when is that? Well, at all times.