In a B2B marketing environment, an average prospect would typically interact with your brand several times before committing to your product. In other words, unlike B2C prospects, they move slower and need more time to decide.
Indeed, B2B conversions are all about understanding the different stages of your leads and nurturing them accordingly. Keeping this behavioural pattern in mind helps B2B marketers treat their prospects differently at different stages of the sales funnel.
Broadly, a B2B sales funnel can consist of three different phases such as Awareness, Consideration, and Decision. Knowing the commitment level of leads at each of these stages is critical to nurturing them and moving them through the funnel quicker.
Let’s dive deeper into each of these stages and see how you can help your leads convert better.