{"id":2980,"date":"2026-07-07T09:30:42","date_gmt":"2026-07-07T07:30:42","guid":{"rendered":"https:\/\/www.lilox.io\/?p=2980"},"modified":"2026-07-07T09:30:42","modified_gmt":"2026-07-07T07:30:42","slug":"digitale-buying-journey-b2b","status":"publish","type":"post","link":"https:\/\/www.lilox.io\/en\/digitale-buying-journey-b2b\/","title":{"rendered":"Digitale Buying Journey im B2B: Wie Entscheidungen heute wirklich entstehen"},"content":{"rendered":"<div class=\"et_pb_section_0 et_pb_section et_section_regular et_flex_section\">\n<div class=\"et_pb_row_0 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_0 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_text_0 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--bz00efrg1f\"><div class=\"et_pb_text_inner\"><div class=\"kick\">MAGAZIN \u00b7 TRENDS & ENTWICKLUNG<\/div>\n<\/div><\/div>\n\n<div class=\"difl_df_adh_heading_0 difl_df_adh_heading et_pb_module preset--group--difl-df-adh-heading--divi-font--hm5q2bb--default preset--group--difl-df-adh-heading--divi-font--hjd4sw6--default preset--group--difl-df-adh-heading--divi-font--h1qrp7x--default preset--group--difl-df-adh-heading--divi-font--h1fw76p--default preset--group--difl-df-adh-heading--divi-font--h10eoug--default preset--module--difl-df-adh-heading--brfzje6t91\">\n\t\t\t<div class=\"df-heading-container \">\n\t\t\t\t<h2 class=\"df-heading\"><span class=\"prefix \">Digitale Buying Journey im B2B:<\/span> <span class=\"infix \">Wie Entscheidungen heute wirklich entstehen<\/span> <\/h2>\n\t\t\t<\/div>\n\t\t<\/div>\n\n<div class=\"et_pb_text_1 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--jvhlgtx372\"><div class=\"et_pb_text_inner\"><p>Die klassische Idee \u2013 Lead rein, Gespr\u00e4ch, Angebot, Abschluss \u2013 trifft die Realit\u00e4t l\u00e4ngst nicht mehr.<\/p>\n<\/div><\/div>\n\n<div class=\"et_pb_text_2 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--mo8t6xj86p\"><div class=\"et_pb_text_inner\"><p>In der Praxis entstehen B2B-Entscheidungen \u00fcber viele Kontaktpunkte hinweg \u2013 oft ohne direkten Kontakt zum Anbieter. Wer diese Dynamik versteht, richtet seine Ma\u00dfnahmen deutlich besser darauf aus.<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_section_1 et_pb_section et_section_regular et_flex_section\">\n<div class=\"et_pb_row_1 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_1 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_text_3 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--bz00efrg1f\"><div class=\"et_pb_text_inner\"><p>\/ 01 \u2014 DIE RECHERCHE<\/p>\n<\/div><\/div>\n\n<div class=\"difl_df_adh_heading_1 difl_df_adh_heading et_pb_module preset--group--difl-df-adh-heading--divi-font--hm5q2bb--default preset--group--difl-df-adh-heading--divi-font--hjd4sw6--default preset--group--difl-df-adh-heading--divi-font--h1qrp7x--default preset--group--difl-df-adh-heading--divi-font--h1fw76p--default preset--group--difl-df-adh-heading--divi-font--h10eoug--default preset--module--difl-df-adh-heading--brfzje6t91\">\n\t\t\t<div class=\"df-heading-container \">\n\t\t\t\t<h2 class=\"df-heading\"> <span class=\"infix \">01<\/span> <span class=\"suffix \">Die Buying Journey beginnt ohne euch<\/span><\/h2>\n\t\t\t<\/div>\n\t\t<\/div>\n\n<div class=\"et_pb_text_4 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--mo8t6xj86p\"><div class=\"et_pb_text_inner\"><p>Ein gro\u00dfer Teil des Entscheidungsprozesses l\u00e4uft, bevor \u00fcberhaupt ein Gespr\u00e4ch entsteht. Potenzielle Kund:innen recherchieren eigenst\u00e4ndig, vergleichen L\u00f6sungen und sprechen intern \u00fcber Optionen. Laut Studien verbringen B2B-K\u00e4ufer:innen bis zu 70 % ihrer Entscheidungsphase ohne direkten Kontakt zum Vertrieb. Hei\u00dft: Euer Unternehmen ist entweder schon Teil dieser Recherche \u2013 oder gar nicht im Spiel.<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_section_2 et_pb_section et_section_regular et_flex_section\">\n<div class=\"et_pb_row_2 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_2 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_group_0 et_pb_group et-last-child et_pb_module et_flex_group et_pb_css_mix_blend_mode_passthrough\">\n<div class=\"difl_df_adh_heading_2 difl_df_adh_heading et_pb_module preset--group--difl-df-adh-heading--divi-font--hm5q2bb--default preset--group--difl-df-adh-heading--divi-font--hjd4sw6--default preset--group--difl-df-adh-heading--divi-font--h1qrp7x--default preset--group--difl-df-adh-heading--divi-font--h1fw76p--default preset--group--difl-df-adh-heading--divi-font--h10eoug--default preset--module--difl-df-adh-heading--brfzje6t91\">\n\t\t\t<div class=\"df-heading-container \">\n\t\t\t\t<h2 class=\"df-heading\"><span class=\"prefix \">Euer Unternehmen ist entweder schon Teil der Recherche \u2013 oder gar nicht im Spiel.<\/span>  <\/h2>\n\t\t\t<\/div>\n\t\t<\/div>\n\n<div class=\"et_pb_text_5 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--d2yh2fntuk\"><div class=\"et_pb_text_inner\"><p>\u00a0<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_section_3 et_pb_section et_section_regular et_flex_section\">\n<div class=\"et_pb_row_3 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_3 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_text_6 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--bz00efrg1f\"><div class=\"et_pb_text_inner\"><p>\/ 02 \u2014 TOUCHPOINTS<\/p>\n<\/div><\/div>\n\n<div class=\"difl_df_adh_heading_3 difl_df_adh_heading et_pb_module preset--group--difl-df-adh-heading--divi-font--hm5q2bb--default preset--group--difl-df-adh-heading--divi-font--hjd4sw6--default preset--group--difl-df-adh-heading--divi-font--h1qrp7x--default preset--group--difl-df-adh-heading--divi-font--h1fw76p--default preset--group--difl-df-adh-heading--divi-font--h10eoug--default preset--module--difl-df-adh-heading--brfzje6t91\">\n\t\t\t<div class=\"df-heading-container \">\n\t\t\t\t<h2 class=\"df-heading\"> <span class=\"infix \">02<\/span> <span class=\"suffix \">Mehr Touchpoints als je zuvor<\/span><\/h2>\n\t\t\t<\/div>\n\t\t<\/div>\n\n<div class=\"et_pb_text_7 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--mo8t6xj86p\"><div class=\"et_pb_text_inner\"><p>Die Buying Journey besteht heute aus vielen kleinen Kontaktpunkten:<\/p>\n<ul>\n<li>Google-Suche nach L\u00f6sungen<\/li>\n<li>Besuch auf eurer Website<\/li>\n<li>LinkedIn-Posts oder Kommentare<\/li>\n<li>Empfehlungen im Netzwerk<\/li>\n<li>Whitepaper oder Guides<\/li>\n<li>E-Mail-Kommunikation<\/li>\n<\/ul>\n<p>Diese Touchpoints bauen Schritt f\u00fcr Schritt Vertrauen auf. Entscheidend ist nicht ein einzelner Kontakt \u2013 sondern die Summe aller Eindr\u00fccke.<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_section_4 et_pb_section et_section_regular et_flex_section\">\n<div class=\"et_pb_row_4 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_4 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_image_0 et_pb_image et_pb_module et_flex_module\"><span class=\"et_pb_image_wrap\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/07\/infografik-buying-journey-touchpoints.webp\" alt=\"Infografik: Touchpoints entlang der B2B Buying Journey\" title=\"Infografik B2B Buying Journey Touchpoints\" width=\"1376\" height=\"768\" srcset=\"https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/07\/infografik-buying-journey-touchpoints.webp 1376w, https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/07\/infografik-buying-journey-touchpoints-1280x714.webp 1280w, https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/07\/infografik-buying-journey-touchpoints-980x547.webp 980w, https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/07\/infografik-buying-journey-touchpoints-480x268.webp 480w\" sizes=\"(min-width: 0px) and (max-width: 480px) 480px, (min-width: 481px) and (max-width: 980px) 980px, (min-width: 981px) and (max-width: 1280px) 1280px, (min-width: 1281px) 1376px, 100vw\" class=\"wp-image-3007\" \/><\/span><\/div>\n\n<div class=\"et_pb_text_8 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--p515wc20al\"><div class=\"et_pb_text_inner\"><p>Die B2B-Buying-Journey: viele Touchpoints, oft ohne direkten Vertriebskontakt.<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_section_5 et_pb_section et_section_regular et_flex_section\">\n<div class=\"et_pb_row_5 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_5 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_text_9 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--bz00efrg1f\"><div class=\"et_pb_text_inner\"><p>\/ 03 \u2014 KONTEXT<\/p>\n<\/div><\/div>\n\n<div class=\"difl_df_adh_heading_4 difl_df_adh_heading et_pb_module preset--group--difl-df-adh-heading--divi-font--hm5q2bb--default preset--group--difl-df-adh-heading--divi-font--hjd4sw6--default preset--group--difl-df-adh-heading--divi-font--h1qrp7x--default preset--group--difl-df-adh-heading--divi-font--h1fw76p--default preset--group--difl-df-adh-heading--divi-font--h10eoug--default preset--module--difl-df-adh-heading--brfzje6t91\">\n\t\t\t<div class=\"df-heading-container \">\n\t\t\t\t<h2 class=\"df-heading\"> <span class=\"infix \">03<\/span> <span class=\"suffix \">Entscheidungen entstehen im Kontext<\/span><\/h2>\n\t\t\t<\/div>\n\t\t<\/div>\n\n<div class=\"et_pb_text_10 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--mo8t6xj86p\"><div class=\"et_pb_text_inner\"><p>Im B2B wird selten spontan gekauft. Entscheidungen entstehen im Kontext von:<\/p>\n<ul>\n<li>internen Projekten<\/li>\n<li>Budgetzyklen<\/li>\n<li>strategischen Priorit\u00e4ten<\/li>\n<li>personellen Ver\u00e4nderungen<\/li>\n<\/ul>\n<p>Ein Lead kann heute uninteressiert wirken \u2013 und in zwei Monaten pl\u00f6tzlich bereit sein. Deshalb lohnt es sich, langfristig pr\u00e4sent zu bleiben.<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_section_6 et_pb_section et_section_regular et_flex_section\">\n<div class=\"et_pb_row_6 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_6 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_text_11 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--bz00efrg1f\"><div class=\"et_pb_text_inner\"><p>\/ 04 \u2014 VERTRAUEN<\/p>\n<\/div><\/div>\n\n<div class=\"difl_df_adh_heading_5 difl_df_adh_heading et_pb_module preset--group--difl-df-adh-heading--divi-font--hm5q2bb--default preset--group--difl-df-adh-heading--divi-font--hjd4sw6--default preset--group--difl-df-adh-heading--divi-font--h1qrp7x--default preset--group--difl-df-adh-heading--divi-font--h1fw76p--default preset--group--difl-df-adh-heading--divi-font--h10eoug--default preset--module--difl-df-adh-heading--brfzje6t91\">\n\t\t\t<div class=\"df-heading-container \">\n\t\t\t\t<h2 class=\"df-heading\"> <span class=\"infix \">04<\/span> <span class=\"suffix \">Die Rolle von Vertrauen<\/span><\/h2>\n\t\t\t<\/div>\n\t\t<\/div>\n\n<div class=\"et_pb_text_12 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--mo8t6xj86p\"><div class=\"et_pb_text_inner\"><p>Je komplexer ein Angebot, desto wichtiger ist Vertrauen \u2013 und das entsteht nicht im Verkaufsgespr\u00e4ch, sondern vorher. Beispiele daf\u00fcr:<\/p>\n<ul>\n<li>verst\u00e4ndliche Inhalte<\/li>\n<li>klare Kommunikation<\/li>\n<li>wiedererkennbare Positionierung<\/li>\n<li>konsistente Pr\u00e4senz auf Kan\u00e4len wie LinkedIn<\/li>\n<\/ul>\n<p>Studien zeigen, dass Vertrauen einer der wichtigsten Faktoren bei B2B-Entscheidungen ist \u2013 oft sogar wichtiger als Preis.<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_section_7 et_pb_section et_section_regular et_flex_section\">\n<div class=\"et_pb_row_7 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_7 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_text_13 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--bz00efrg1f\"><div class=\"et_pb_text_inner\"><p>\/ 05 \u2014 EUER VERTRIEB<\/p>\n<\/div><\/div>\n\n<div class=\"difl_df_adh_heading_6 difl_df_adh_heading et_pb_module preset--group--difl-df-adh-heading--divi-font--hm5q2bb--default preset--group--difl-df-adh-heading--divi-font--hjd4sw6--default preset--group--difl-df-adh-heading--divi-font--h1qrp7x--default preset--group--difl-df-adh-heading--divi-font--h1fw76p--default preset--group--difl-df-adh-heading--divi-font--h10eoug--default preset--module--difl-df-adh-heading--brfzje6t91\">\n\t\t\t<div class=\"df-heading-container \">\n\t\t\t\t<h2 class=\"df-heading\"> <span class=\"infix \">05<\/span> <span class=\"suffix \">Was das f\u00fcr euren Vertrieb bedeutet<\/span><\/h2>\n\t\t\t<\/div>\n\t\t<\/div>\n\n<div class=\"et_pb_text_14 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--mo8t6xj86p\"><div class=\"et_pb_text_inner\"><p>Wenn ihr die Buying Journey versteht, ver\u00e4ndert sich euer Ansatz:<\/p>\n<ul>\n<li>Ihr setzt nicht nur auf direkte Ansprache, sondern auch auf Sichtbarkeit<\/li>\n<li>Ihr begleitet Leads \u00fcber l\u00e4ngere Zeitr\u00e4ume<\/li>\n<li>Ihr denkt in Prozessen statt in einzelnen Aktionen<\/li>\n<\/ul>\n<p>Tools wie HubSpot, LinkedIn oder SE Ranking helfen, diese Journey sichtbar zu machen und gezielt zu steuern.<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_section_8 et_pb_section et_section_regular et_flex_section\">\n<div class=\"et_pb_row_8 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_8 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_text_15 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--mo8t6xj86p\"><div class=\"et_pb_text_inner\"><p>Die digitale Buying Journey im B2B ist kein linearer Prozess, sondern ein Zusammenspiel vieler Kontaktpunkte. Wer versteht, wie Entscheidungen heute entstehen, richtet seine Ma\u00dfnahmen besser darauf aus \u2013 und wird genau dann relevant, wenn es darauf ankommt.<\/p>\n<p><strong>Weiterlesen:<\/strong> <a href=\"\/timing-b2b-vertrieb\/\">Warum Timing im B2B-Vertrieb wichtiger ist als dein Angebot<\/a> \u00b7 <a href=\"\/chatgpt-buying-journey-b2b\/\">Der Einfluss von ChatGPT auf die Buying Journey<\/a><\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_section_9 et_pb_section et_section_regular et_flex_section\">\n<div class=\"et_pb_row_9 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_9 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_text_16 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--bz00efrg1f\"><div class=\"et_pb_text_inner\"><p>\/ 06 \u2014 FAQ<\/p>\n<\/div><\/div>\n\n<div class=\"et_pb_heading_0 et_pb_heading et_pb_module et_flex_module preset--group--divi-heading--divi-font--hm5q2bb--default preset--group--divi-heading--divi-font--hp5h6dj--default preset--module--divi-heading--1hrqrbi8i0\"><div class=\"et_pb_heading_container\"><h1 class=\"et_pb_module_header\">H\u00e4ufige Fragen<\/h1><\/div><\/div>\n\n<div class=\"et_pb_text_17 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--mo8t6xj86p\"><div class=\"et_pb_text_inner\"><p>Spiegelt die echten Prompts aus ChatGPT, Perplexity & Google AI rund um die digitale Buying Journey im B2B.<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_row_10 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_10 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_toggle_0 et_pb_toggle et_pb_toggle_item et_pb_toggle_close et_pb_module et_flex_module preset--group--divi-toggle--divi-font--hm5q2bb--default preset--group--divi-toggle--divi-font--h1q6g4r--default preset--group--divi-toggle--divi-font--h1rap4w--default preset--group--divi-toggle--divi-font--hp5h6dj--default preset--group--divi-toggle--divi-font--h10j4yd--default preset--module--divi-toggle--ztjs8m1win\"><h5 class=\"et_pb_toggle_title\">Wie lange dauert eine B2B-Buying-Journey ohne Vertriebskontakt?<\/h5><div class=\"et_pb_toggle_content clearfix et_flex_module\"><p>Ein gro\u00dfer Teil l\u00e4uft ohne direkten Kontakt: Laut Studien verbringen B2B-K\u00e4ufer:innen bis zu 70 % ihrer Entscheidungsphase mit eigener Recherche, bevor sie mit dem Vertrieb sprechen.<\/p>\n<\/div><\/div>\n\n<div class=\"et_pb_toggle_1 et_pb_toggle et_pb_toggle_item et_pb_toggle_close et_pb_module et_flex_module preset--group--divi-toggle--divi-font--hm5q2bb--default preset--group--divi-toggle--divi-font--h1q6g4r--default preset--group--divi-toggle--divi-font--h1rap4w--default preset--group--divi-toggle--divi-font--hp5h6dj--default preset--group--divi-toggle--divi-font--h10j4yd--default preset--module--divi-toggle--ztjs8m1win\"><h5 class=\"et_pb_toggle_title\">Welche Touchpoints pr\u00e4gen die B2B-Entscheidung?<\/h5><div class=\"et_pb_toggle_content clearfix et_flex_module\"><p>Google-Suche, Website-Besuch, LinkedIn, Empfehlungen im Netzwerk, Whitepaper\/Guides und E-Mail. Entscheidend ist nicht ein einzelner Kontakt, sondern die Summe aller Eindr\u00fccke.<\/p>\n<\/div><\/div>\n\n<div class=\"et_pb_toggle_2 et_pb_toggle et_pb_toggle_item et_pb_toggle_close et_pb_module et_flex_module preset--group--divi-toggle--divi-font--hm5q2bb--default preset--group--divi-toggle--divi-font--h1q6g4r--default preset--group--divi-toggle--divi-font--h1rap4w--default preset--group--divi-toggle--divi-font--hp5h6dj--default preset--group--divi-toggle--divi-font--h10j4yd--default preset--module--divi-toggle--ztjs8m1win\"><h5 class=\"et_pb_toggle_title\">Warum reagiert ein Lead heute nicht und kauft sp\u00e4ter doch?<\/h5><div class=\"et_pb_toggle_content clearfix et_flex_module\"><p>Weil B2B-Entscheidungen im Kontext von Projekten, Budgetzyklen und Priorit\u00e4ten entstehen. Wer dauerhaft pr\u00e4sent bleibt, ist im richtigen Moment relevant.<\/p>\n<\/div><\/div>\n\n\n<div class=\"et_pb_code_0 et_pb_code et_pb_module\"><div class=\"et_pb_code_inner\"><script type=\"application\/ld+json\">{\"@context\":\"https:\/\/schema.org\",\"@type\":\"FAQPage\",\"mainEntity\":[{\"@type\":\"Question\",\"name\":\"Wie lange dauert eine B2B-Buying-Journey ohne Vertriebskontakt?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Ein gro\u00dfer Teil l\u00e4uft ohne direkten Kontakt: Laut Studien verbringen B2B-K\u00e4ufer:innen bis zu 70 % ihrer Entscheidungsphase mit eigener Recherche, bevor sie mit dem Vertrieb sprechen.\"}},{\"@type\":\"Question\",\"name\":\"Welche Touchpoints pr\u00e4gen die B2B-Entscheidung?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Google-Suche, Website-Besuch, LinkedIn, Empfehlungen im Netzwerk, Whitepaper\/Guides und E-Mail. Entscheidend ist nicht ein einzelner Kontakt, sondern die Summe aller Eindr\u00fccke.\"}},{\"@type\":\"Question\",\"name\":\"Warum reagiert ein Lead heute nicht und kauft sp\u00e4ter doch?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Weil B2B-Entscheidungen im Kontext von Projekten, Budgetzyklen und Priorit\u00e4ten entstehen. Wer dauerhaft pr\u00e4sent bleibt, ist im richtigen Moment relevant.\"}}]}<\/script><\/div><\/div>\n\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_section_10 et_pb_section et_section_regular et_flex_section preset--module--divi-section--meaes4nl2z\">\n<div class=\"et_pb_row_11 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_11 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_24_24 et_flex_column_24_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_text_18 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module preset--module--divi-text--bz00efrg1f\"><div class=\"et_pb_text_inner\"><p>\/ 07 \u2014 F\u00fcr wen<\/p>\n<\/div><\/div>\n\n<div class=\"difl_df_adh_heading_7 difl_df_adh_heading et_pb_module preset--group--difl-df-adh-heading--divi-font--hm5q2bb--default preset--group--difl-df-adh-heading--divi-font--hjd4sw6--default preset--group--difl-df-adh-heading--divi-font--h1qrp7x--default preset--group--difl-df-adh-heading--divi-font--h1fw76p--default preset--group--difl-df-adh-heading--divi-font--h10eoug--default preset--module--difl-df-adh-heading--default\">\n\t\t\t<div class=\"df-heading-container \">\n\t\t\t\t<h2 class=\"df-heading\"><span class=\"prefix \">Gebaut f\u00fcr Unternehmen, <\/span> <span class=\"infix \">deren Angebot Erkl\u00e4rung braucht.<\/span> <\/h2>\n\t\t\t<\/div>\n\t\t<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_row_12 et_pb_row et_flex_row preset--module--divi-row--default\">\n<div class=\"et_pb_column_12 et_pb_column et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_8_24 et_flex_column_8_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_group_1 et_pb_group et-last-child et_pb_module et_flex_group et_pb_css_mix_blend_mode_passthrough\">\n<div class=\"et_pb_image_1 et_pb_image et_pb_module et_flex_module\"><span class=\"et_pb_image_wrap\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-4.png\" title=\"image-4\" width=\"1200\" height=\"896\" srcset=\"https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-4.png 1200w, https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-4-980x732.png 980w, https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-4-480x358.png 480w\" sizes=\"(min-width: 0px) and (max-width: 480px) 480px, (min-width: 481px) and (max-width: 980px) 980px, (min-width: 981px) 1200px, 100vw\" class=\"wp-image-1010\" \/><\/span><\/div>\n\n<div class=\"et_pb_group_2 et_pb_group et-last-child et_pb_module et_flex_group et_pb_css_mix_blend_mode_passthrough\">\n<div class=\"et_pb_heading_1 et_pb_heading et_pb_module et_flex_module preset--group--divi-heading--divi-font--hm5q2bb--default preset--group--divi-heading--divi-font--hp5h6dj--default\"><div class=\"et_pb_heading_container\"><h3 class=\"et_pb_module_header\">IT- & Software-Dienstleister<\/h3><\/div><\/div>\n\n<div class=\"et_pb_text_19 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module\"><div class=\"et_pb_text_inner\"><p>Mit erkl\u00e4rungsbed\u00fcrftigen Leistungen und wenigen, wertvollen Kunden.<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_column_13 et_pb_column et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_8_24 et_flex_column_8_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_group_3 et_pb_group et-last-child et_pb_module et_flex_group et_pb_css_mix_blend_mode_passthrough\">\n<div class=\"et_pb_image_2 et_pb_image et_pb_module et_flex_module\"><span class=\"et_pb_image_wrap\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-5.png\" title=\"image-5\" width=\"1200\" height=\"896\" srcset=\"https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-5.png 1200w, https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-5-980x732.png 980w, https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-5-480x358.png 480w\" sizes=\"(min-width: 0px) and (max-width: 480px) 480px, (min-width: 481px) and (max-width: 980px) 980px, (min-width: 981px) 1200px, 100vw\" class=\"wp-image-1011\" \/><\/span><\/div>\n\n<div class=\"et_pb_group_4 et_pb_group et-last-child et_pb_module et_flex_group et_pb_css_mix_blend_mode_passthrough\">\n<div class=\"et_pb_heading_2 et_pb_heading et_pb_module et_flex_module preset--group--divi-heading--divi-font--hm5q2bb--default preset--group--divi-heading--divi-font--hp5h6dj--default\"><div class=\"et_pb_heading_container\"><h3 class=\"et_pb_module_header\">Produzierende Industrie & Maschinenbau<\/h3><\/div><\/div>\n\n<div class=\"et_pb_text_20 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module\"><div class=\"et_pb_text_inner\"><p>Die komplexe Technik an wenige gro\u00dfe Entscheider verkaufen.<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n<div class=\"et_pb_column_14 et_pb_column et-last-child et_flex_column et_pb_css_mix_blend_mode_passthrough et_flex_column_8_24 et_flex_column_8_24_tablet et_flex_column_24_24_phone\">\n<div class=\"et_pb_group_5 et_pb_group et-last-child et_pb_module et_flex_group et_pb_css_mix_blend_mode_passthrough\">\n<div class=\"et_pb_image_3 et_pb_image et_pb_module et_flex_module\"><span class=\"et_pb_image_wrap\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-7.png\" title=\"image-7\" width=\"1200\" height=\"896\" srcset=\"https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-7.png 1200w, https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-7-980x732.png 980w, https:\/\/www.lilox.io\/wp-content\/uploads\/2026\/06\/image-7-480x358.png 480w\" sizes=\"(min-width: 0px) and (max-width: 480px) 480px, (min-width: 481px) and (max-width: 980px) 980px, (min-width: 981px) 1200px, 100vw\" class=\"wp-image-1014\" \/><\/span><\/div>\n\n<div class=\"et_pb_group_6 et_pb_group et-last-child et_pb_module et_flex_group et_pb_css_mix_blend_mode_passthrough\">\n<div class=\"et_pb_heading_3 et_pb_heading et_pb_module et_flex_module preset--group--divi-heading--divi-font--hm5q2bb--default preset--group--divi-heading--divi-font--hp5h6dj--default\"><div class=\"et_pb_heading_container\"><h3 class=\"et_pb_module_header\">Startups & Scale-ups<\/h3><\/div><\/div>\n\n<div class=\"et_pb_text_21 et_pb_text et_pb_bg_layout_light et_pb_module et_flex_module\"><div class=\"et_pb_text_inner\"><p>Die schnell und seri\u00f6s sichtbar werden wollen.<\/p>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":3007,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":"","_et_pb_custom_css":""},"categories":[26],"tags":[],"class_list":["post-2980","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-trends-entwicklung"],"_et_pb_custom_css":"","yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Digitale Buying Journey im B2B \u2013 so entstehen Entscheidungen<\/title>\n<meta name=\"description\" content=\"Wie entstehen B2B-Entscheidungen heute? \u00dcber viele Touchpoints hinweg, oft ohne direkten Vertriebskontakt. 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