A breakdown of how buyers actually think through their purchase decisions. The video walks through the digital buying process and where marketing and sales fit into each stage of what's going through a customer's head.
The execution of how the buying journey happens is, is obviously more digital in most industries, right? There's so much information available digitally now that the salesperson is required for less of it. So 75 to 80% of that process is now, quote, unquote, marketing driven. And then the final home run happens at the 25% with sales. But the buyer journey is not necessarily what the buyer does, but what they think. And almost every buyer thinks the same, like five or six things as they enter the journey. I have a problem is the first thought. And the first thought is, can I solve it? Do other people have the problem and is it solvable? How is it solvable? Then after that, which vendors solve it? You know, what do my peers think about those vendors? Can I afford any of these vendors? And then finally, which is the best or which should I choose.