Recent survey research from Enquiro and Marketing Sherpa shows:

• When B2B buyers were asked how they would go about making a B2B purchase, over 90% said they would research the product online.
  
  
• When asked if they would use a search engine in this task, over 95% said they would.
  
  
• Search engine research takes place at least one to two months before the buying decision.
  
  
• When asked where they would begin the search for product information, over 63% chose a search engine over consumer review sites, e-commerce sites, manufacturer's sites, or industry portals.
  
  
• Good balance between organic search (What is organic search?) and (What is paid search?) is necessary. Organic search results get over 70% of the clicks because people trust ‘organically grown’ search results more than they do paid results.
  
  
• Most users decide which listing to click on within seconds of scanning the page.
  
  
• Properly optimized B2B sites achieve high rankings in Google and other major search engines, resulting in increases in unique visitors.
  
  
• When B2B sites provide white papers, downloads, etc. during the sales cycle they create value and loyalty.
  
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