Madison Logic Releases B2B Buyer Journey Infographic

Lauren Sytsma's picture
Lauren Sytsma
Lauren Sytsma wrote:

Madison Logic, a distinguished provider of data powered lead solutions for the world's largest advertisers, recently released an infographic that demonstrates the B2B buyer’s journey through the sale cycle.

What has happened in the B2C space is now happening in B2B. With the availability of infinite amounts of online resources, it is the marketer’s responsibility to develop a clear voice within the overcrowded marketplace and consider the B2B Buyer Journey. 

The best way to do this is to listen to the consumer and respond with meaningful information.  

Lead nurturing allows marketers to communicate with prospects on a step-by-step basis to develop a meaningful relationship by becoming a trusted source of information in a given space. 

Over-complication is a common pratfall when it comes to lead generation. Refer to the 80/20 principle as a baseline to combat this, which states that most often, 80% of the effects of a given event are a direct result of only 20% of the causes.

Don’t overwhelm the customer with messaging. Keep it simple, and most importantly, keep it relevant. 

Here are some of the data points highlighted in the infographic:

- 50% of leads are qualified but not yet ready to buy

- Only 25% of leads are legitimate and should advance to sales

- Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost

- 70% of marketing leads never convert into sales

- It takes 10 touches to go from initial contact to a closed deal

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