Identify the challenges your professional buyers

[samiaseo222]

You need to understand what your audience needs first , even before they become active buyers. If you don't know their motivations, challenges and goals , it's like trying to figure out cards in a deck that's face down. You're bound to miss.

There are numerous field studies carried out by international consulting firms such as Gartner, based on surveys that, in general, point out the following common challenges for professionals related to purchasing decisions:

Work environments are fluid, organizational uk email list charts are increasingly flat, and responsibilities are increasingly distributed. As such, the landscape of today's salespeople bears little resemblance to that described by Arthur Miller in 'Death of a Salesman' or by David Mamet in 'Glengarry Glen Ross' and faces the following challenges :

Large purchases and deals are not closed with a single decision-maker . It is impossible to sell a high-value service or product with only one interlocutor on the other side.

Each additional person who joins the purchasing process brings a different catalog of concerns, priorities and opinions .
B2B buyers have a responsibility to make the right decision when purchasing a product or service on behalf of their companies. They have a lot at stake and high expectations. Let's break down four tactics that can help you understand the game.

Concern about the effective use of technology is a recurring issue among company executives and managers. The concern increases as the size of the company increases.
Improving efficiency and productivity is the top motivation for B2B purchasing, followed by finding cost savings and moving up the innovation ladder . Improving efficiency and saving costs are often interrelated concerns.
Attracting and retaining specialized talent is often a problem in high-turnover sectors where there are few candidates on the market, such as computer engineers, developers, mathematicians, AI specialists…