Smart Marketing for Engineers 2016 Study:

Marketing & Selling Through the Buyer's Journey 

The Linus Group and TREW Marketing partnered to study engineers' behaviors and preferences through the funnel, from awareness to consideration to purchase decision



Key Takeaways:

  • Most engineers say over 60% of their buying process happens online
  • Over 80% of engineers prefer to research vendor websites before taking to sales
  • Nearly 80% of engineers expect a vendor to thank them for their interest within 48 hours after completing a web form (and over 70% say they're more likely to do business with these companies)
  • 60% of engineers said a company's website has considerable impact - the highest rating possible - on their perceptions as a credible, technically competent vendor


TREW Marketing and The Linus Group partnered to survey their databases of engineers and scientists. Data was collected during the summer of 2016, with a total of 427 survey respondents. Data from this report provides actionable insights for technical business, sales and marketing leaders to more effectively target their engineering personas and generate demand throughout the marketing and sales funnel.

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