Today’s buyers prefer to conduct their own research. And purchase selection without any influence from a supplier. This has made the B2B sales process even more difficult. Here are some numbers:
Only 29% of people want to talk to a salesperson to learn more about a product.
57% of buyer decisions are made before buyers even pick up the phone to speak to a supplier;
34% of salespeople admit that closing deals is getting harder.
To keep closing new deals, you first ne to understand kuwait email list 356423 contact leads the dynamics of modern B2B sales. Then, you ne to learn the sales strategies that will help you achieve this. But first, let’s revisit some fundamental concepts.
What is B2B sales?
B2B sales, also known as business-to-business sales, refer to companies that primarily sell products and services to businesses rather than consumers (B2C). B2B sales typically have higher order values, longer sales cycles, and are generally more complex than B2C sales.
How have B2B sales chang?
B2B sales us to be a lot easier. If a person ne a product discover five ways to adopt a content strategy or solution, they would search for a potential supplier and deal with a salesperson, who would give them the best options to choose from. And if they were happy with what they heard, they would make a purchase.
Simple, right?
It was a relatively straightforward process, where marketing was responsible for filling the sales funnel with leads, and then the sales teams were responsible for getting those leads into a sales pipeline and moving them down the funnel and into a sale. It was prictable.
Traditional B2B sales process
Now, compare that to the buying process that B2B buyers go through today:
A person identifies a problem. Their first step is to do some online research to find out all the possible solutions. Next, the potential prospect seeks recommendations mobile lead from friends and checks out what others are saying about a specific solution on social mia, forums, and other online sources.
During the sales process, this prospect may also click on an ad that offers a solution. Bas on all the information, this customer will make a purchasing decision, and only then will they contact a company to complete the sale.
And so, companies have chang how they buy new products or services. They now base a purchasing decision on internal research, which includes anything from Google search, recommendations from friends, and scouting from many other web sources.