The B2B Buying Signals Framework

April 25th, 2024

With contributors:

Steven Casey , Amy Hawthorne , Terry Flaherty , Nora Conklin , Seth Marrs , Maria Alexandrou , Arianne Burnette

Summary

B2B organizations must know their buyers, anticipate their needs, and empower them with each interaction — or lose to providers that do. B2B buyers emit a wide variety of signals as they research, purchase, and adopt solutions to their needs. These signals help B2B organizations fuel precision interactions inside the customer-obsessed growth engine. In this report, we introduce the B2B Buying Signals Framework and provide guidance for the capture, connection, and interpretation of signals to deliver cohesive, valuable interactions across the customer lifecycle and drive revenue process transformation.

Want to read the full report?

This report is not available for purchase at this time.

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.