Ultimate Guide to the B2B Buyer’s Journey

EBQ Buyer's Journey

The B2B buyer’s journey refers to the process a customer goes through to make a purchase decision. If you’re in the business of B2B sales, you’ve likely heard about this journey. 

We examine customers’ behavior during the awareness and consideration stages when strategizing how to nudge them toward the decision stage of their journey. But the modern buyer’s journey extends beyond a closed sale.

In today’s competitive B2B landscape, your business strategy must consider the stages of growth and delight, stages a customer experiences after the sale. These post-sale stages present opportunities to build meaningful customer relationships, often becoming more valuable than the initial sale itself.

Every function of your businessfrom the team that builds your prospect database to the customer service department fostering loyaltycan contribute to a persuasive and delightful buyer’s journey. 

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EBQ is best known for our high-quality lead generation services. But the reason we’re able to stand out from competitors is because our expertise goes well beyond the top of the sales funnel.

Our 6 areas of expertise reach buyers at each stage of the buyer’s journey, allowing us to influence every step of the sales cycle, understand how the stages work together, and optimize our execution during each stage.

In this guide, we take an in-depth look at all 5 buying stages. We’ll show you how to build a strategy that increases revenue and helps your business scale by addressing each of those stages. 

After reading the Ultimate Guide to the B2B Buyer’s Journey, you’ll be able to:

  • Reach the right buyers and understand their needs at every stage of the buyer’s journey. 
  • Recognize which of the 5 buying stages a specific prospect or customer is in. 
  • Create a comprehensive sales strategy that persuades buyers in every stage.
  • Become a buyer-centric organization that promotes loyalty and long-term customer value.
Chapter 1: The Awareness Stage

Ultimate Guide to the B2B Buyer’s Journey

Chapter List

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