Buyer Jouney is a model model to help keep the buyer’s behavior, information needs and problems central to anything sales and marketing does.It empowers marketers to offer Specific content offers are more relevant to buyer’s at specific times during The Buyer’s Journey. Awareness Stage: The buyer realizes they have a problem. Consideration Stage: The buyer defines their problem and researches options to solve it.  Decision Stage: The buyer chooses a solution.

1. What is the buyer's journey
Rajesh Parashar
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2. Concept
• Buyers are looking for additional information about your product that can’t
be found online. As a salesperson, you can personalize your sales process
to the buyer’s context by understanding the buyer’s journey.
• They Buyer’s Journey is the active research process a customer goes
through leading up to purchase. It’s a model designed to keep the buyer’s
behavior central to your marketing efforts.
• When you create content that follows the Buyer’s Journey, you’re
influencing their research process. Prospects become familiar with your
brand and associate you with the services they need, so you’re at the top of
their mind when they’re ready to act.
• The buyer’s journey is the process buyers go through to become aware of,
evaluate, and purchase a new product or service. The journey is a three-
step process:

3. The Buyer's Journey Stage
• Buyer Jouney is a model model to help keep the buyer’s behavior,
information needs and problems central to anything sales and marketing
does.It empowers marketers to offer Specific content offers are more
relevant to buyer’s at specific times during The Buyer’s Journey.
– Awareness Stage: The buyer realizes they have a problem.
– Consideration Stage: The buyer defines their problem and researches options to solve it.
– Decision Stage: The buyer chooses a solution.

4. The Buyer's Journey Stage

5. Defining the Buyer's Journey
• In most cases, you can base your strategy around a three-stage
funnel:
– Top of the Funnel: The "awareness" stage, where people looking for
answers, resources, education, research data, opinions, and insight.
– Middle of the Funnel: The "evaluation" stage, where people are doing
heavy research on whether or not your product or service is a good fit for
them.
– Bottom of the Funnel: The "purchase" stage, where people are figuring out
exactly what it would take to become a customer

6. Buyer’s Journey with Sales Funnel

7. Forrester-Six Stage of Buyer Journey

8. B2B marketing Journey

9. Trends
• Hubspot reports that companies with a refined middle-of-the-funnel engagement and lead
management strategy see a 4-10% higher response rate.
• In a recent survey, 74% of business buyers told Forrester (2016)they conduct more than half of
their research online before making an offline purchase.
• Ashu Garg, partner at Foundation Capital, estimates that CMOs will be spending $120 billion per
year on marketing technology by 2025. Marketers are often investing in this technology to boost
their multi-channel nurturing efforts (via email, display and social advertising), which have become
more important as so much of the buyer’s journey has moved online.

10. References
1. https://flashpoint.marketing/blog/inbound-marketing-what-is-the-buyers-journey/
2. https://marketeer.kapost.com/6-different-types-of-buyer-journey-maps/
3. https://go.forrester.com/blogs/15-05-25-b2b_buyer_journey_mapping_basics/
4. https://go.forrester.com/blogs/the-ways-and-means-of-b2b-buyer-journey-maps-were-going-
deep-at-forresters-b2b-forum/
5. https://go.forrester.com/blogs/15-05-25-
myth_busting_101_insights_intothe_b2b_buyer_journey/
6. https://go.forrester.com/blogs/15-05-25-
myth_busting_101_insights_intothe_b2b_buyer_journey/
7. https://www.sap.com/documents/2016/07/12fef60b-7f7c-0010-82c7-eda71af511fa.html
8. https://blog.hubspot.com/marketing/content-for-every-funnel-stage
9. https://www.constant-content.com/content-writing-service/2017/11/creating-content-for-the-
buyers-journey/
10. https://www.sparkreaction.com/blog/buyers-journey-vs-customer-lifecycle
11. https://contentmarketinginstitute.com/2016/05/model-buyers-journey/
12. https://totalproductmarketing.com/market-technology/the-buyers-journey/
13. https://www.conductor.com/learning-center/what-is-the-buyers-journey/
14. https://blog.hubspot.com/sales/what-is-the-buyers-journey
15. http://www.pardot.com/buyer-journey/