The 2021 B2B Buyer Insights Toolkit

November 30th, 2021

Barbara Winters VP, Principal Analyst

Beth Caplow VP, Principal Analyst

With contributors:

Paul Ferron , Amy Hayes , Barry Vasudevan , Katie Fabiszak , John Buten , Kaitlyn Coalson , Ellen Lind

Summary

B2B organizations often use the same go-to-market approaches they've always used. However, buying behaviors change over time, and buyers can exhibit different buying behaviors depending on the role they play in the purchase, the potential impact of the purchase, and the type of purchase. Providers that have a better understanding of the behaviors and preferences of their target buyers achieve greater response, engagement, and win rates. In this research toolkit, we provide links to 26 buyer insights reports for specific personas, functions, industries, and regions to help B2B organizations develop a clear picture of how their buyers want to buy.

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