«Return to Blog List How IT Pros Search Online During the Purchase Process
Ever wonder how buyers are researching solutions such as yours?
Google and TechTarget published the findings of their research project, How IT Pros Search Online During the Purchase Process, which reveals the mindset of the IT buyer in the context of their purchases.
Interesting stuff!
Key findings:
- 84% said video case studies would be useful
- 90% use search on some level to find “white papers, case studies or success stories”
- 88% use technology vendor web sites on some level to find “white papers, case studies or success stories”
- The further along a prospect is in the sales process,the more likely they are to agree to provide their name and contact info in exchange for the chance to access info. They don’t like providing that info early on.
It’s incredibly valuable insight. Check out the rest of the survey to better understand how buyers are searching, what they search for, and during which stages of the purchase process – and plan your content strategy accordingly.
Want more insight on the ins and outs of customer stories? Jill Konrath interviewed me for her blog, “Customer Success Stories are Killer App for Salespeople.”
