What Is A B2B Marketing Strategy? According to Wikipedia, a marketing strategy is a longterm, forwardlooking approach to planning with the fundamental goal of achieving a sustainable competitive advantage. Sounds weird and unclear, agree? That’s why so many companies create 40page documents stating the mission, vision, values, etc.
The modern B2B buyer does their own research, frequently online. The average B2B buyer now makes an average of 12 online searches before interacting with a vendor’s website, and they are already 57% of the way through the buying process before they want to speak with a sales representative.
The new B2B buyer behaves like a B2C consumer, and they expect the same purchase experience and level of service. Nowadays, 80% of B2B buying decisions are based on a buyer’s direct or indirect customer experience, and only 20% is based on the price or the actual offering.