Free e-book for Automotive Marketers

Understanding

the B2B Buying Cycle

for Automotive Marketers

Learn how to navigate your buyers through the 4 stages of the B2B Buying Cycle

    Understanding the B2B Buying Cycle for Automotive Marketers

    What will you learn in this eBook?

    The buying of automotive components and engineering products and services in the B2B environment can be a complicated process, often extended over substantial time frames. Known as the ‘Buying Cycle’, this process characterises the 4 stages companies go through when making a purchase. It is a key cycle for marketers to understand when planning strategies and messaging.

    1. The 4 stages of the B2B Buying Cycle

    The B2B buyer’s journey is often divided into four stages: Awareness, Research, Evaluation and Comparison, Purchase. All four stages require an understanding of buyer behavior during this process and can greatly influence on the purchase decision later down the funnel.

    2. Why multiple touchpoints are essential

    When multiple decision makers are involved, relevance of message is becoming a key factor in securing the sale. Marketers should be aware of unique requirements to information and what sources each decision maker uses to make a decision.

    3. Actionable Recommendations for Marketers

    No abstract theory, but a how-to guide for winning over B2B buyers. You will learn practical recommendations for each buyer’s journey stage that will help you target your buyers more effectively.

    4. Practical methodology: B2B Customer Journey Planning

    To maximize our effectiveness and accelerate the Buying Cycle, we developed a methodology that identifies how to best deliver the relevant information needed by each individual in the buying decision.
    B2B-buying-cycle

    Key Takeaways

    B2B-buying-cycle
    • The buying of automotive components and engineering products and services in the B2B environment can be a complicated process, often extended over substantial time frames
    • Buyers of automotive products and services are now investing more time and research, from more sources, when making a B2B purchase
    • More decision makers are getting involved in the process, elongating and complicating the Buying Cycle
    • Buyer behavior is influenced by changing technology, unstable economic conditions and disruptive influences throughout the supply chain, leading to reluctance to purchase
    • Winning over B2B buyers has never been so complex and requires organizations to re-evaluate their marketing approach

    How can marketers help influence the buying procedure through stages of the Buying Cycle?

    In this eBook you will find methods to communicate with stakeholders and the information they require at each stage to be able to make a purchase decision.

    Download free e-book

    Understanding the B2B Buying Cycle for Automotive Marketers

      Chris Bowers, CEO of CMB Automotive

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