Buyer Behavior and the Peak Discovery Phase

Buyer Behavior and the Peak Discovery Phase

The peak discovery phase is a time where the user has clearly identified and

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defined the product or topic they are researching. Typically, the potential buyer is purposely inundating themselves with every bit of related information they can get their hands on in order to validate (or invalidate) a future purchasing decision.

A discovery phase window opens up with the purchasing decision at top-of-mind, and the lead is ripe for nurturing. This is the optimal time to employ a lead nurturing campaign in order to keep the user engaged and informed about a specific product or offer.

Here’s a look at a data report pulled by Madison Logic’s Product Team. Notice the quick rise in content downloads within the first couple of days from the first point of contact, and the eventual decline:

If you’d like to hear more about lead nurturing and the peak discovery phase, you may want to check out our recent webinar, The Power of Buyer Behavior for B2B Marketing Programs, where Madison Logic CEO Erik Matlick and B2B Marketing Insider Eric Wittlake discussed trends and predictions for online lead nurturing.

If you are having trouble linking to the webinar, please go to madisonlogic.com and click “View Webinar” on the home page banner.

 

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