The New Buyer Journey

Buyers don’t wait for a sales call to understand your business: they go find out on their own. The internet shifted the power: they research first, engage later.

Modern buyers now dedicate nearly half their decision-making time to independent exploration, both online and off. They’re digging into:

Which solutions actually solve their problems
What “world-class” looks like today
Who’s innovating and who’s stuck in the past
Which partner aligns with their goals and culture

Smart revenue teams meet them there with strategic, high-impact content that answers these questions before a rep ever picks up the phone.

When buyers can access credible information instantly, your influence shrinks, unless you’re the one shaping the narrative. Content lets you step in early, earn trust, and frame the conversation around value, not price.

Gartner Insight: B2B buyers spend 45% of their purchase cycle researching independently. That’s your window to guide, educate, and stand out.

Thought Leadership: Your Competitive Moat

Great content doesn’t interrupt—it invites. Thought leadership turns your expertise into a magnet:

Pre-qualifies prospects who arrive informed and ready to talk strategy
Accelerates trust by proving you understand their world
Expands reach as your insights get shared across teams and networks
Defends margin by anchoring negotiations in expertise, not discounts

At Berry Buckley, we craft content that doesn’t just inform—it positions you as the obvious choice.

Content Is the Engine of AI Search (GEO)

AI-powered search isn’t about keywords anymore. It’s about answering real questions in context.

Buyers ask things like: “How should a $150M manufacturer evaluate AI-driven demand forecasting?” or “What are the hidden risks of legacy ERP in regulated industries?”

To surface in these AI answers, your content must be structured in a specific way.

GEO Signal

GEO Signal	Content Requirement
Intent depth	Comprehensive, question-driven guides
Source authority	Clear expertise, citations, real-world proof
Recency & relevance	Updated insights tied to current challenges
Structured clarity	Headings, tables, schema for AI parsing
Engagement value	Content worth bookmarking, sharing, citing