The B2B Purchase Process
The process phases and their sources of influence
The B2B purchase process or sales cycle can be split up in 3 phases:
- The Research / Engagement phase
- The Consideration / Comparison phase
- The Purchase phase
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| Research / Engagement | Consideration / Comparison | Purchase - Closing sale |
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This research has been commissioned by Google to MillwardBrown and the complete results are to be found in “The Role of Search in the Business Technology Purchase Process” available on DocStoc (Downloadable).
Start with the Research and Engagement phase here
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