According to recent research conducted by RH Blake and Industrial Equipment News, most manufacturing buyers shortlist vendors long before sales teams are aware of an opportunity.
In this episode of 5 Minutes with IEN, Dan Konstantinovsky, strategy director with RH Blake, discusses the findings of the “B2B Manufacturing Buyer Journey Study: Insights for Marketers in an Evolving Landscape.”
The study draws on more than 250 interviews with manufacturing leaders responsible for long sales cycle purchases. The findings aim to understand when and how opinions are formed during the purchasing process.
The report is now available for download here.
This is the first installment of a two-part series; part two will be published on Tuesday, September 2nd.
If you would like to be considered for an upcoming episode of 5 Minutes with IEN, please email [email protected].