We aren’t telling you anything new when we say it’s been quite the year already, and we’re not even quite halfway through. The SaaS industry has seen massive amounts of change in the first half of 2023, and it can feel overwhelming to keep up with the rollercoaster.
B2B buyer statistics are helpful in surfacing how these ripple effects have shifted the way tech consumers invest in technology, so we’ve collected a fresh round of data to get a better picture of what’s happening out there in the market, and what we should be prioritizing when outlining your demand gen, sales, and account management strategies for the back half of 2023.
Some key takeaways from our B2B buyer statistics research:
To set the scene with these stats, it’s important to zoom out and understand the buyer market from a generational perspective. Millennials are quickly overtaking the workforce as they enter their forties, and the older members of Gen Z are stepping into more prominent roles in the buying committee. Buyer behavior will go through a massive shift in the coming years to accommodate the different buying styles of younger generations as they leave internships behind and start developing their careers.
Chatbots are no longer a novelty, and they’ve become a buyer expectation, so the chatbot strategy your team developed in 2018 no longer stands out to buyers. Your chatbots need to work in concert with your demand gen, outbound, and inbound marketing strategies.
Learn more about developing your conversational marketing strategy beyond chatbots in our book, Bots Scale, Humans Sell here ➡️
Now that generative AI is a factor, well-researched, personalized content and outreach is vital to the buyer experience. Automation provided by AI tools will streamline a lot of our workflows, but it can also harm the buyer experience if we aren’t careful to fact check and stay human.
Learn more about how QualifiedGPT will help sales teams personalize their messaging without compromising their humanity here ➡️
In today's fast-paced tech-driven world, it's crucial to prioritize the establishment and preservation of customer trust. As we navigate through constant technological advancements, it’s our job to make sure our customers’ data and security comes first, and they need to know it matters to you well before you’re in procurement.
Read how our Co-founder, Sean Whiteley, thinks about approaching customer trust by prioritizing first-party data over on VentureBeat ➡️
This research paints a clear picture of the future of go-to-market strategies–we need to keep pace, and keep innovating. The buying committee is now made up primarily of people who have grown up on the internet, and are craving more hyper-personalized, remarkable buyer experiences that stand out from the crowd of chatbots and played out playbooks. In order to keep a healthy pipeline, marketers need to think outside of the chat box and give buyers more to think about, in the channels they’re willing to engage.
The funnel is no longer a linear process. Implementing solid account-based marketing strategies and focusing on conversational marketing tactics that are fresh and exciting helps marketing and sales teams stand out, address their market in the way they want to be spoken to, and generate more pipeline when we all need it most.
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Qualified's B2B buyer statistics for 2023 reveal valuable information on how to approach B2B marketing this year and beyond.
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