III. The need for sellers to adapt their sales strategy
Posted: Sat Jan 18, 2025 5:05 am
Trends in B2B buying behavior are evolving rapidly, and sellers need to be aware of them if they want to remain competitive and even stand out from the crowd. To do so, they need to adopt a sales strategy that takes into account new trends and buyer desires. Here are some key points to keep in mind:
The importance of knowing your customers and personalizing your offer
Understanding the profile of buyers, their disincentives and the factors that trigger their purchase decision, in order to be able to offer them a personalized offer that meets their expectations, is key for sellers. The concept of buyer personas (typical buyer profile) is a prerequisite for converting prospects into leads. To do this, it is essential to collect data about buyers and use it to tailor the offer to their specific needs. Since B2B purchasing decisions are often made by a group of people, manufacturers must be willing to collaborate with the various parties involved in the purchasing process to meet everyone's expectations and ensure informed decision-making.
Develop a content strategy
B2B buyers are looking for clear and accurate information about the products offered. Sellers must therefore provide useful and relevant information to meet buyers' research needs. The information provided must be tailored to the buyer's specific context and enable them to make an informed decision. You have to learn how to inform in order to convince and how to convince in order to sell .
The use of digital marketing techniques
Sellers need to be present on digital marketing and social media channels to reach B2B buyers. They also need to adapt their sales process to meet the specific needs of buyers. Exploiting digital technologies and positioning themselves on the right communication channels is crucial. Offering online demos or free trials are just some of the avenues to explore.
Optimizing the customer experience
B2B buyers are looking for a high-quality, personalized customer experience. Therefore, sellers must be prepared to offer impeccable customer service and answer buyer questions quickly and effectively. In fact, Salesforce’s 2021 ma algeria mobile phone number list rket study reveals that 84% of B2B buyers surveyed believe that overall buyer experience is just as important as price .
As digital marketing expert Brian Solis says, “Customers are no longer content to buy products or services, they buy experiences.” Manufacturers must focus on responding to emerging needs by offering a seamless customer experience tailored to each buyer’s aspirations. New B2B buying behaviors require a sales approach focused on customer experience to retain buyers and keep them coming back. Manufacturers that succeed in delivering an optimal customer experience will be the ones that stand out in an increasingly competitive market.
In this context, businesses need to be vigilant and focus on high-quality, personalized content. Working with e-commerce professionals can be very beneficial in targeting the right people and avoiding any loss of visibility on the web.
The services offered by VirtualExpo are a relevant solution for manufacturers and distributors looking to attract new international customers . Contact us today to find out how our tools can help you achieve your business goals.
Approaching B2B buyers differently
The importance of knowing your customers and personalizing your offer
Understanding the profile of buyers, their disincentives and the factors that trigger their purchase decision, in order to be able to offer them a personalized offer that meets their expectations, is key for sellers. The concept of buyer personas (typical buyer profile) is a prerequisite for converting prospects into leads. To do this, it is essential to collect data about buyers and use it to tailor the offer to their specific needs. Since B2B purchasing decisions are often made by a group of people, manufacturers must be willing to collaborate with the various parties involved in the purchasing process to meet everyone's expectations and ensure informed decision-making.
Develop a content strategy
B2B buyers are looking for clear and accurate information about the products offered. Sellers must therefore provide useful and relevant information to meet buyers' research needs. The information provided must be tailored to the buyer's specific context and enable them to make an informed decision. You have to learn how to inform in order to convince and how to convince in order to sell .
The use of digital marketing techniques
Sellers need to be present on digital marketing and social media channels to reach B2B buyers. They also need to adapt their sales process to meet the specific needs of buyers. Exploiting digital technologies and positioning themselves on the right communication channels is crucial. Offering online demos or free trials are just some of the avenues to explore.
Optimizing the customer experience
B2B buyers are looking for a high-quality, personalized customer experience. Therefore, sellers must be prepared to offer impeccable customer service and answer buyer questions quickly and effectively. In fact, Salesforce’s 2021 ma algeria mobile phone number list rket study reveals that 84% of B2B buyers surveyed believe that overall buyer experience is just as important as price .
As digital marketing expert Brian Solis says, “Customers are no longer content to buy products or services, they buy experiences.” Manufacturers must focus on responding to emerging needs by offering a seamless customer experience tailored to each buyer’s aspirations. New B2B buying behaviors require a sales approach focused on customer experience to retain buyers and keep them coming back. Manufacturers that succeed in delivering an optimal customer experience will be the ones that stand out in an increasingly competitive market.
In this context, businesses need to be vigilant and focus on high-quality, personalized content. Working with e-commerce professionals can be very beneficial in targeting the right people and avoiding any loss of visibility on the web.
The services offered by VirtualExpo are a relevant solution for manufacturers and distributors looking to attract new international customers . Contact us today to find out how our tools can help you achieve your business goals.
Approaching B2B buyers differently