Analyze Your Target’s Buying Process for Greater Marketing Efficiency
B2B selling is a complicated affair, but you can simplify your marketing strategies dramatically with buying process analysis. This means that you lay out your prospect’s buying process, stage by stage, and then develop a selling process that maps to it. Voila. Your marketing investments will become much more efficient, being applied to their best use. And you’ll also be more effective, since each element is targeted to a specific goal. Let’s look at how this works.
Here’s a typical B-to-B large enterprise buying process, broken down into its logical stages.
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