2021年买家偏好研究：后疫情时代B2B购买行为变化与销售策略

报告摘要

研究发现，COVID-19彻底改变了购买周期，买家更倾向于虚拟购买，且认为卖家价值不高。买家在销售流程后期才愿意接触卖家，但对于新、风险高或复杂的交易，会提前接触。报告提供了重新连接买家的策略和四个关键问题，帮助B2B企业适应新常态。

📋 核心要点(部分)

1. Introduction
2. Study demographics
3. COVID-19 has transformed the buying cycle
4. Understanding the shift to virtual buying
5. Buyers don’t view sellers as a valuable resource
6. Buyers prefer to engage sellers late
7. Buyers with new risky or complex deals will engage sellers earlier
8. Getting to yes in the new buying journey
9. Going forward: Four questions