More than 70 percent of the buyer’s journey takes place before a sales engagement, Spiceworks says. Just as significantly, 59 percent of all cloud computing decision makers said they do the majority of their technology purchase research online, without speaking to a salesperson.
Most information technology decision makers (64 percent) prefer to do the majority of their tech purchase research online without speaking to a salesperson, says Spiceworks. Business decision makers are more willing to speak to a human: 59 percent would provide their name, email, and phone number to view interesting, gated content.
Small businesses IT professionals are even more committed to “no sales contact” during research. Nearly three quarters--74 percent--do their research without any contact with supplier sales people.
Decision makers in small businesses show a stronger preference for email (69 percent) compared to those in large businesses (57 percent). At the same time, decision makers in larger businesses show a greater preference than their counterparts in small businesses for social networks (24 percent vs. 13 percent), text messages (28 percent vs. 14 percent), and online banners (15 percent vs 2 percent).
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