B2B lead generation is a vast dimension, and embarking on the buyer journey is like going on a road trip where you encounter exciting highs and frustrating lows, along with some twists and turns. It is a must for businesses to know how and when to take advantage of these opportunities in order to carve a seamless buyer journey.

So, let’s dive deep into the B2B lead generation buyer journey and accurate statistics to back the information.

Awareness Stage

At this stage, your target audience is totally unaware of their needs and knows nothing of your solution too. It is the correct time to accelerate your content engine and pave a path to catch their eye. You need to create engaging blogs, infographics, carousels, and attention-grabbing social media campaigns to generate curiosity and plant a seed of interest.

· 95% of consumers read online reviews before visiting a business. (Learning Hub)

· After reading recommendations on a blog, 61% of online consumers in the U.S. decided to make a purchase. (Content Marketing Institute)

· Marketers who prioritize blogging efforts are 13x more likely to see positive ROI. (Hubspot)

Consideration Stage

Once you accomplish generating curiosity, it is the right time for you to strike! At the consideration stage, the buyer is exploring various options. You must provide them with valuable resources, whitepapers, and case studies that showcase your expertise and highlight what makes you unique in the industry. This becomes a fuel to smoothen their experience and accelerate the decision-making process.

· 63% of consumers who ask for information about your business or products won’t make a purchase for at least 3 months. (Marketing Donut)

· 80% of business decision-makers prefer to get company information from a series of articles versus an advertisement. (Content Marketing Institute)

· Gartner research finds that when B2B buyers are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. (Gartner)

Evaluation Stage

Congratulations, the buyer is now all set to explore every aspect of your offering. It’s like navigating a winding road with potholes of skepticism. You must resolve their doubts by providing product demos, testimonials, and interactive experiences. Offer them your solution like a smooth and amusing ride, and let them experience how your solution eradicates their problems.

· Buyers are conducting more detailed ROI analysis before making a purchase decision. (Business2Community)

· The leading reason why customers have limited engagement with B2B companies is because marketers are sending them too much irrelevant content. (KoMarketing)

· 81% of buyers in the business world feel that they could make more informed decisions if B2B advertising strategies were more effective at capturing their attention and interest. (Kurve)

Purchase Stage

You are almost there! As the buyer’s enthusiasm peaks, they’re prepared to make the ultimate decision. Offer them personalized demos, purchasing options, and discounts to smoothen the deal. Finally, it’s time to let your sales team take the wheel and expertly close the deal. Remember, it’s not just the destination but the journey that counts.

· When B2B buyers are considering a purchase, the majority of that time is spent researching independently online. (Gartner)

· A Hubspot research found that 78% of people are more likely to buy from companies that treat employees well. (Hubspot)

· There may be 6-10 people involved in any given B2B purchasing decision. (Gartner)

Post-purchase Stage

The journey doesn’t end with the sale; it’s only the beginning of a meaningful partnership. As the buyer settles into their new acquisition, you must provide exceptional post-purchase support, onboarding, and ongoing engagement. This will convert them into loyal advocates who spread the word about your brand, turning your road trip into a never-ending adventure.

· After reading recommendations on a blog, 61% of online consumers in the U.S. decided to make a purchase. (Content Marketing Institute)

· A parcelLab research shows that 53% of people say that the post-purchase is the most emotional part of their shopping journey.

· Post-purchase emails garner an impressive 40.5% average open rate, so they offer a great opportunity to get into your customers’ good books. (Flowium)

Takeaway

Shifts in the B2B sector are undeniable. Understanding the buyer journey and what motivates customers to advance through the different stages is what arms marketers with relevant strategies to stay on top of evolving market dynamics. Lead generation, one of the most main objectives of your marketing initiatives, directly depends on how well you guide your leads through the journey, educate and deliver value to them in the process.