Content is the best support for this necessary information, it facilitates the internal free australian email leads justification of the purchase and resolves the doubts that arise during the process. It also provides rational elements of judgment that lead to the optimal final decision for the organization. It can also be shared among all the profiles involved in the purchase decision process . That is why content is a differential competitive factor for a B2B company to achieve its objectives.
Multiple interlocutors
Perhaps the determining factor in this need for content is the number of profiles involved in the purchase. Usually, the acquisition of a corporate product or service involves several departments and not all of them have a technical profile. In fact, although it is usually a worker with this profile who initiates the process - to satisfy a production need, to improve a process, etc. - it is common for the last word to be made by a team with an administrative profile that authorizes or does not authorize the expense.
This is why it is so important to work with Buyer Persona as a marketing methodology . In each of the profiles involved in the process, the information needs will be different and, in addition, they will occur at different times in the purchasing process. While the more technical profiles seek the application of the product or service, those responsible for these and the administration of the company want to know the performance that the purchase will have in the development of the business. The consumption of this content does not occur in a synchronized manner either and, if as we have stated, there are profiles that start the process and others that finish it, there must also be differentiated information for each of them at all times related to the purchase.