The B2B Kool-Aid claims buyers don't behave like consumers.
But two new studies show it ain't necessarily so.
State of the Connected Customer, from Salesforce.com, reveals how consumer-like many B2B buyers have become:
- 83% say technology informs them about product choices
- 80% say they expect companies to respond to them in real time
- 79% say it's vital to have a sales rep who's a trusted advisor
- 75% say they expect companies to anticipate their needs
- 70% say technology makes it easy to take their business elsewhere
- 66% say they'll switch brands if they're treated like a number
- 65% say they'll switch brands if a company's communications aren't personalized
- 46% say the companies annoy them by over-posting self-promotions
- 42% say the companies post irrelevant content
- 35% say the companies use too much jargon
- 18% say the companies are don't post frequently enough
- 15% say the companies fail to respond to comments
Well, Turned Off also reveals 75% of buyers have purchased a product after seeing it on social media.