The internet has revolutionized how business people engage in the buying process. Prior to 1993, when the first web browser was introduced, buyers conducting research had no other alternative than to collect information via telephone. The primary sources for information where the yellow pages and word-of-mouth.
Today, prospective buyers rarely use the phone. Business people now use the internet as their primary research tool and look for information long before they engage with a sales person. This makes your website and the quality of the information you provide about your products/services on it critical to your success.
The #1 reason why business people use the web is to research products. Studies show the chance of a visitor contacting a supplier doubles when product information is in a searchable format on their website. (Source: Content Solutions User Needs Survey)
Top 3 Purchase Influencers
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Top 3 Purchase Influencers
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