Topic: `b2b-buying`

10 entries tagged b2b-buying.

Reference entries (10)

reference Forrester State of Business Buying 2024 — avg B2B purchase involves 13 stakeholders; 89% of decisions cross multiple departments; Amy Hayes named lead
reference Multi-touch buyer journey for residential construction / major renovation: 4-touch sequence (discovery → validation → verification → contact); the contractor's own website is the 2nd or 3rd surface, not the 1st
reference GC objection-handling map — six common objections and evidence-backed responses
reference GC buying-group composition by revenue tier (Candid synthesis for SMB application of [[forrester-state-business-buying-2026-13-and-9]])
reference Forrester State of Business Buying, 2026: typical B2B buying decision involves 13 internal stakeholders + 9 external influencers
reference Research brief: GC Marketing & Trust — sales-positioning for $1M–$50M Ontario general contractors (May 23, 2026)
reference Verizon DBIR 2025: 88% of SMB breaches involved ransomware vs 39% of enterprise; median ransom $115k
reference Gartner: 77% of B2B buyers say their latest purchase was "very complex or difficult" (CSO Update 2019)
reference Gartner: real B2B buying journey looks "like a big bowl of spaghetti" (pull quote)
reference Gartner: B2B buyers complete "six buying jobs" in non-linear "looping" order