The Evolution Of The Modern B2B Buyer [Infographic]

May 31, 2016 Daniel Ku



It's no secret the B2B buyer has changed more in the past 10 years than 100. The modern consumer is digitally driven, socially connected and mobile empowered. Old tactics are increasingly less effective, leaving many cold callers in the dust. Today, 74% of buyers conduct more than half of their research online before making a purchase. 

Key statistics: 

  • 84% of CEO's and VP's use social media to make purchasing decisions

  • Buyers complete 57% of the buying decision before ever actively engaging with sales

  • There are now 5.4 people acvitely involved in the buying decision

So how do sales professionals meet the modern buyer of today? This infographic showcases the dramatic shift in the sales process, the evolution of B2B sales and how to navigate the modern buyer's journey.


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