• nat sharp

What does a B2B customer journey look like?

Updated: Dec 31, 2019




Some fascinating trends revealed by The Boston Consulting Group which have a huge impact for those of us that wok in business-to-business.


Mobile is driving an average of 40% of B2B revenue, in industries that traditionally have depended more on sales than marketing to generate revenue. Mobile speeds up time to purchase, particularly in more complex transactions, and a positive mobile user experience increases repurchase rates.


There’s a new generation of B2B customers who do not want to deal with a salesperson until it’s time to close the deal. Decision makers are increasingly supported by young, tech-savvy researchers, who use mobile for work and multitask on more than one screen.


At the same time, 50% of B2B online queries are made on the smartphone and it is estimated that mobile usage in 2020 per B2B worker will increase by 50%, from two to three hours a day.


The research also indicates that mobile speeds sales, which both accelerates revenue coming in and reduces costs. Mobile can accelerate time to purchase by 20% by increasing efficiency in decision making. Buyers working through traditional channels who use mobile extensively spend an average of 49 days from lead generation to purchase; that figure rises to 84 days for those who don’t use mobile at all.


For help on creating your own customer journey or for a chat about any element of your marketing, then please contact me for a free 30 minute consultation.


#B2Bmarketing #marketingplanning #B2Bpurchasingjourney #B2Bdecisionmakingprocess

Sharp Thinking Marketing Ltd 2020

19 St James Park, Tunbridge Wells TN1 2LG

natsharp@sharpthinkingmarketing.co.uk

Photography by Georgina Edwards Photography 

View privacy policy & terms of use

 

Sharp Thinking Marketing logo-transparen
  • Untitled design - 2019-12-16T123839.458.
  • Untitled design - 2019-12-16T123902.160.
  • Untitled design - 2019-12-16T123853.944.
  • Untitled design - 2019-12-16T123847.372.