HomeResearch Articles The SiriusDecisions Buying Spectrum

The SiriusDecisions Buying Spectrum

  • B2B buying behavior is more episodic than linear, creating a need to uncover patterns in this behavior
  • There are three types of B2B buying scenarios, each involving a different number of individuals with different roles that drive different individual behaviors
  • Portfolio marketing leaders must understand buyer behavior and ensure their insight is leveraged across marketing and sales strategies
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