HAVE

MARKETING& SALES

B2B

CHANGED

10-15 years ago B2B sales used to be

Buyers expected to get informations from Sales Rep

Meet the customer before any competitorClose the deal

Discover his needs

Discover influencers recommenders decision makers

Show them the benefits of your

solution

withinformation

available

TheINTERNET

TRADESHOWNEW is

the

B2B Buyers

B2B"Buyers share contentwith colleagues

Source : http://j.mp/content4demand-infographic

4

Number of Influencers in Enterprises Increased

Q. Please estimate the total number of people, on average, involved in influencing major enterprise technology purchases within your organization. Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2014

Source http://j.mp/Forester-Blog-2012-10-04

Today Buyer’s Journey

spotONvision infography (adapted)

Today Buyer’s Journey

70% of his journey before talking to a sales rep 30% remaining time

KingContent is

So

as a bait

Content works

leads

BLOG

BLOG B

LOG

MEDIA & CHANNEL

the Buyer uses

VALUABLE

For the BuyerThat solve their problems and help do their job better

RIGHT TIME

In the Buyer’s JourneyAwareness!Consideration!Purchase

PROVIDING CONTENT TO THE BUYER

MEDIA & CHANNEL

the Buyer uses

VALUABLE

For the BuyerThat solve their problems and help do their job better

RIGHT TIME

In the Buyer’s JourneyAwareness!Consideration!Purchase

Vendor web site

Info graphics

PROVIDING CONTENT TO THE BUYER