Best Practice Report

Dialogue In Demand

Contextual Conversations Enable B2B Buyers

November 19th, 2021
Jessie Johnson, Principal Analyst
Jessie Johnson Principal Analyst
With contributors:
Isabel Montesdeoca , Arianne Burnette , Maria Alexandrou

Summary

In response to the consumer-like behaviors of B2B buyers and the accelerated use of digital interactions in the purchasing journey, selling organizations are optimizing self-service interactions using the preferred delivery mechanisms and formats of their buyers. This report explores how to leverage conversational interactions to improve engagement and enable B2B buyers in real time, and how to capture buying signals from dialogue with buyers to inform and trigger the next best interaction.

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