HomeResearch Articles The SiriusDecisions B-to-B Buying Decision Process Framework

The SiriusDecisions B-to-B Buying Decision Process Framework

  • The SiriusDecisions B-to-B Buying Decision Process Framework illustrates three common phases and decision gates that buyers pass through when making a b-to-b purchasing decision
  • Portfolio marketers (product, solution, industry and segment) must internalize their target personas’ buying behavior
  • The framework provides guidance on how to design messaging, content strategy and campaign architectures to enable buying decisions
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