This deck is on buying behavior of B2B buyer. The stats on the deck is from DemandGen Survey report 2013.

1. By Rashmi Anand
BUYING BEHAVIOR OF
B2B BUYER

2. DETAILS OF THE REPORT
“A total of 150 B2B buyers were involved in a major purchase
during the past 12 months, revealing some striking trends
observed during the purchasing process.”
Demand Gen Report’s2013 B2B Buyer
Behavior Survey.
DemandGen report

3. KEY FINDINGS
DemandGen report
The Internet is still the primary destination for buyers who are searching for a
new solution, with 45.9% of buyers listing “web search” as their first source of
information
The leading choice for both the second and third ranked sources was vendor
web sites.
“Peers/colleagues” come after vendor web sites. It is apparent that word-
of-mouth is still vastly important to anyone looking for a solid product
recommendation.

4. “WEB SEARCH” REMAINS THE TOP
SOURCE
While B2B buyers
strategically browse social
media discussions during
their research, web search
remains a top source of
information.
DemandGen report

5. BUYERS SEEK RECOMMENDATION
FROM “PEERS” & “INFLUENCERS”
72% of respondents who said that social
media played a role in their research
57% browse discussions online to learn
more about the product.
46% of buyers considered “blogs” had
the biggest impact on the researching
process, while 41% believed LinkedIn was
best suited for that purpose.
DemandGen report

6. VENDOR’S CONTENT HAD A SIGNIFICANT
IMPACT ON THEIR BUYING DECISION
(64%).
34% of respondents strongly agreed that the winning vendors provided a
better mix of content to guide them through each stage of the researching
and decision-making process.DemandGen report

7. 4-7 PEOPLE ARE INVOLVED IN THE
ENTIRE BUYING DECISION PROCESS
DemandGen report

8. WHAT WOULD IMPROVE BUYER’S
EXPERIENCE?
Better insight into pricing and
product comparison
Less focus less on selling and
more communication
More support during the
implementation process
Having access to content
relevant to the individual buyer.
DemandGen report