Your B2B Prospects Don't Want You To Call Them

Steven Casey

So this makes it official: the rite of passage for every new analyst. My first research report, How Self-Service Research Changes B2B Marketing, has just been published.

I covered the premise of this report in my first blog post — but I’ll summarize it here again: multiple Forrester surveys have shown that B2B buyers strongly prefer to conduct their own research, without ever speaking with a sales rep. Forward-thinking B2B marketers will embrace this change and enable the customer-directed research journey with self-service technologies such as contextual help solutions and virtual agents.

Many B2B marketers may feel that this is a risky move — giving up control and resisting the urge to email or call every prospect who lands on your site and guide them along a carefully crafted content path — but after more than a dozen conversations with vendors and their customers to create my report, I’m more convinced than ever that this is the right thing to do. This is true for lots of reasons, which I cover in the report, but the most important one is that we’re all digital consumers now. So the self-service habits we have all learned over the last decade or so are now preferred behaviors — even for B2B buyers, who now just want to be left alone to find the content they need.

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