Tag Archives: B2B

4 states of the B2B buying decision process

In this article, Bob Apollo focuses on the concept that the B2B buying decision process typically occupy one of 4 states at any one point in time. These states are defined by two axes: whether or not your prospect has a clear vision of where they want to get to, and whether or not they have a clear idea of how they are going to get there.

4 States of the B2B Buyers Journey BandWThese 4 states:

  • Know where and how
  • Know where but not how
  • Know how but not where
  • Know neither where nor how

Are likely to result in dramatically different behaviors as they conduct their search for a solution.

Bob highlights some of the implications  and gives  some food for thought Рin the remainder of this article.

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