3. More People Are Involved
%%3434
of B2B buyers have increased the
number of stakeholders involved
in the purchase process.
Source: DemandGen
4. More People are Involved.
More People are Involved.
of B2B buyers have increased the
number of stakeholders involved in
the purchase process.
The More People Involved,
The Less Likely a Purchase
For any given sale, 7 – 20 people are involved
in the decision. As the number of people
increases, the likelihood of purchase declines.
Source: KnowledgeTree
5. Buyers Do More Research,
9494%%of B2B buyers conduct
some form of online
research before buying
a business product.
Source: MarketingProfs
6. Especially When
Costs Are High
9090%%
For more than
of B2B buyers, the amount
of research done depends on
price. As price increases, the
amount of research increases.
Source: SalesForce
7. Buyers Wait to
Come Forward
5757%%
Buyers don’t contact
suppliers directly until
of the purchase
process is complete.
Source: Corporate Executive Board
8. And This Trend
Will Only Continue
8080%%
By 2020,
of the buying process
will occur without any
direct human-to-
human interaction.
Source: Forrester
9. Buyer Expectations
Have Changed
B2B buyers expect the same range of omni-
channel options they enjoy as consumers.
4949%%
of B2B buyers prefer to use
consumer websites to make
work-related purchases.
Source: The Future of Commerce
10. #1
According to B2B
marketers, generating
high-quality leads is the
top challenge today.
Quality Leads Are Scarce
The #1
Challenge.
Source: IDG Enterprises
17. successful B2B marketing
It recognizes that
successful B2B marketing
is about speaking to a collective
business or department, not to
isolated individuals.
25. Identify the Best
Fit Accounts
22
Find and engage the right
companies so that resources
aren’t used on prospects that
will not become customers.
26. Expand Contacts
Within an Account
33
Build relationships with
multiple people within an
account. Remember, business
decisions are made by more
than one person.
27. Engage Accounts
on Their Terms
44
Engage contacts on
the channels where
they’re most active with
the messages and
content they want.
36. Get the Book that Explains
Account-Based MarketingAccount-Based Marketing
Step-by-Step
It’s the first-ever
ABM book. It’s for
beginners, experts
and everyone
in-between.
37. Click here to
learn more.
Get the Book that Explains
Account-Based MarketingAccount-Based Marketing
Step-by-Step
It’s the first-ever
ABM book. It’s for
beginners, experts
and everyone
in-between.
38. Evaluate Your Existing
Account-Based MarketingAccount-Based Marketing
Tech Eco-System for
Determine which
resources to buy,
replace or repurpose
to create a best-in-
class ABM stack.
39. Evaluate Your Existing
Account-Based MarketingAccount-Based Marketing
Tech Eco-System for
Determine which
resources to buy,
replace or repurpose
to create a best-in-
class ABM stack.
Click here to
learn more.
40. Build Your Complete
Account-Based MarketingAccount-Based Marketing
Technology Solution
Align technology
to the core
components of
your ABM strategy.
41. Build Your Complete
Account-Based MarketingAccount-Based Marketing
Technology Solution
Align technology
to the core
components of
your ABM strategy.
Click here to
find out how.
42. Get to Know
Sangram Vajre
Get to Know
Sangram Vajre
Sangram Vajre has quickly built a
reputation as a leading mind in B2B
marketing. Before co-founding
Terminus, a SaaS platform for account-
based marketing, Sangram led the
marketing team at Pardot through its
acquisition by ExactTarget and then
Salesforce. He’s the author of Account-
Based Marketing For Dummies and is
the mastermind behind #FlipMyFunnel.
Click here to follow
Sangram on Twitter.