Accelerating the B2B Buying Cycle

Free e-book for Automotive Marketers

How to Accelerate

the B2B Buying Cycle

for Automotive Marketers

Learn how to drive your buyers through the 4 stages of the B2B Buying Cycle faster and more effectively

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 ‘B2B Buying Cycle’, this process characterises the 4 stages companies go through when making a purchase. This e-book sets out our tried and tested process to accelerate the B2B Buying Cycle.

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 behaviour during this process and can greatly influence and speed up the purchase decision later down the funnel.

2. Why multiple touchpoints are essential

When multiple decision makers are involved, relevance of message becomes a key factor in securing the sale. Marketers should be aware of unique requirements for 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 quickly. 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 B2B Buying Cycle, we developed a methodology that identifies how to best deliver the relevant information needed by each individual and accelerate them through the buying decision.

Key Takeaways

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

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This is NOT a high-pressure sales call… it’s an open, informal conversation and we will tell you straight up if we feel there’s a good fit.

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