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B2B Summit of Forrester occurs; New Research shows Covid-19-pandemic dramatically changed B2B buying behavior

Number of buyer documents in the shopping trip is for more than two dozen jumping

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May 04, 2021, 08:00 et

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Cambridge, mass., May 4, 2021 / Prnewswire / - According to new researches revealed on the B2B Summit of Forrester (Nasdaq: Forr) B2B Summit North America, the pandemic has dramatically changed the purchases of the B2B. The number of interactions required to significantly increase the purchase decisions increased significantly in the last two years: from 17 years in 2019 to 27 in 2021, which for a new level of attention and due diligence for purchases during the pandemic suggests. In addition, many technology purchases, in particular software, influence a wider functions of functions and departments, so more stakeholder and influencers are part of the decision-making process. As a result, today 60% of purchases have four or more people (compared to only 47% in 2017).

New research from Forrester, outlined frameworks, models and implementable insights to understand and act B2B marketing, sales and product managers on these new purchase behavior and to change the new purchase behavior and to change the expectations of the purchase process . New Research - published in conjunction with the announcement of the product portfolio of Forrester decisions - will exercise the B2B leaders to define their goals, to apply Best Practices and ultimately achieve faster business competence. According to Forrester, organizations that successfully align marketing, sales and product features, report 19% faster growth and 15% more profitability.

Remarkable research introduced at the B2B summit include:

  • Building Trust: The B2B imperative. Despite 92% of companies that are trusted by their customers, companies need to work harders to restore and trust the customer. Forrester's new risk reward framework helps to determine how and where a B2B imperative can trust. It is based on seven measurable levers: responsibility, competence, consistency, reliability, empathy, integrity and transparency.
  • The Forrester 2021 B2B buying study . In the last six months of 2020, demand for more content and digital and more personal interactions throughout the B2B buying trip became more intensive. Forrests Research Details on how executives can successfully address the B2B buyer requirements in the new normality.
  • step to the new fate of B2B marketing . Fifty-five percent of B2B organizations fight to activate their brand purpose. This research explains how the B2B leaders can fulfill the new mandate of marketing in post-pandemic ERA - opportunities that focus reluctant on existing and future customers.
  • The optimal way to turn the turnover of . B2B marketing, sales and product managers can use a new framework - Word Word Waterfall Forrester B2B sales - for prioritizing the buyer's commitment and maximize conversions to speed up sales growth.
  • The five p-sales increases that will make success in the future in the future. With the sales for sale on a critical intersection, this research is powered by best practices for sellers purposes, precise, personalized, productive and profitable to earn, retain, retain and grow customers.
  • Routes to the market: A means of strategic advantage. Today's B2B environment requires that executives regularly be reassessed to sell and support target buyers. This new research implies how B2B guides can customize and optimize their routes-to-market decisions to get a competitive advantage.

"The pandemic has interrupted the way as we do business," said Sharyn Hoan, Senior Vice President of Research at Forrester."With completely transformed customer and buyer behavior, Forrester's new research, framework conditions and data help B2B marketing, sales and product managers to tackle their urgent priorities in the post-pandemic era to achieve greater success and profitability in 2021 and above to ensure. "

  • Register to visit the B2B Summit North America.
  • To learn more about Forrester decisions, click here.
  • Follow @Forrester and # Forrb2Summit for updates.

About Forrester
Forrester (Nasdaq: Forr) is one of the most influential research and consulting companies in the world. We help leaders throughout the technology, marketing, customer experience, product and sales functions, The obsessed by customers to accelerate growth. Through the proprietary research of Forrester, advice and events, executives from all over the world are authorized to be bold to work - to navigate the change and bring their customers into the center of their leadership, strategy and operations. Our unique findings are grounded in annual surveys of more than 675,000 consumers, corporate leaders and technology leader worldwide. Strict and objective research methods, including Forrester Wave в„ў -vered; Over 52 million real-time feedback votes; And the common wisdom of our customers. To learn more, visit

Media Contact:
Ira Kantor
Public Relations
Forrester Research, Inc.

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