Now, compare that with the buying process B2B buyers go through today: It was a relatively straight forward process, in which marketing was responsible for filling up the sales funnel with leads, and then for sales teams, they were responsible for getting those leads into a sales pipeline and moving them down the funnel and into a sale. And if they were happy with what they heard, they would make a purchase. If a person needed a product or solution, they’d reach out to a potential vendor and deal with a sales person, who’d pitch them with the best options to choose. B2B sales typically have higher order values, longer sales cycles and are often more complex than B2C sales.ī2B sales has changed dramatically in recent years and the B2B sales strategies that used to work are no longer effective.īut, why? How has B2B sales changed? B2B sales used to be a lot easier Align sales and marketing teams to work towards the same goalī2B sales, also known as business to business sales, refers to companies who primarily sell products and services to businesses, rather than direct to consumers (B2C).Make salespeople the spokesmen for your brand.Embrace sales enablement to help prospects make buying decisions.How to overcome modern sales challenges.In this article, we’ll discuss the meaning of B2B sales, how to sell to modern B2B buyers and, share practical sales strategies that you can implement to overcome modern day sales challenges. Then, you need learn the sales strategies that will help you achieve it.Īnd that’s exactly what we’re going to share with you today. However, to keep closing new deals, you first need to understand the dynamics of modern B2B sales. Surprisingly, only 17% of the entire B2B buying process is spent meeting with potential suppliers.īut, does this mean that the days of reaching your sales quotas are gone? And, 34% of salespeople admit that closing deals is getting harder.57% of buyer decisions are made before buyers even pick up a phone to speak to a supplier,.Only 29% of buyers want to talk to a salesperson to learn more about a product,. Today’s buyers prefer to conduct research and select what to buy on their own, without any influence from a vendor: But, the days when a salesperson was in charge of the buying process are long gone.
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