Why 92% of Minds Are Already Made Up in the Hidden B2B Buyer Journey

Did you know that 92% of B2B buyers enter a formal evaluation with a vendor already in mind ? In this episode of Digital Marketing From The Coalface , Julie and Dave dive deep into the hidden realities of the modern B2B buyer journey. With 70% to 80% of the purchase process completed before a prospect even speaks to a vendor , your website needs to do much more than simply capture leads . We explore why obsessing over B2C-style Conversion Rate Optimisation (CRO) and button colours is a trap for B2B marketers . Instead, learn why your focus must be on building credibility, offering case studies for social proof, and making the 6 to 10 decision-makers involved in a deal feel completely "safe" . The conversation then unpacks a 2024 Forrester Report that proves B2B buyers are making up their minds about your business before you even know they exist . To help you adapt, Julie and Dave explain how to use Google and LinkedIn ads as a rapid "fishing exercise" to test product demand and search volume before committing six months to an organic SEO strategy . We also cover the latest in digital visibility, specifically Google's rollout of separate AI impressions in the UK Search Console . You will learn how to use AI content graders to ensure your writing is specific and "non-commodity," which forces AI search engines to link back to your website rather than just regurgitating your hard work . Finally, Dave and Julie share their own successes and frustrating hallucination failures using tools like Claude to automate tedious daily tasks . Tune in to learn how to adapt your digital strategy for the highly-researched, AI-assisted B2B buyer!