B2B sales: keys to digital success
Posted: Wed Dec 04, 2024 6:37 am
B2B (business-to-business) sales are those in which a company sells its products or services to another company. Unlike B2C (business-to-consumer) sales, B2B sales typically involve larger quantities of products or services at a higher price.
Following the continuous improvements in artificial intelligence (AI), the ways of selling are changing and will have to adapt to the new tools and behaviors of our target audience (prospects). It will be increasingly essential to create systems and procedures that incorporate automation between customers and salespeople, as well as digital scalability.
In this article called “Digital B2B sales, keys to success”, we summarize the key points that we consider essential for you and your sales team to adapt to a sales model that incorporates a digital ecosystem.
B2B sales trends for the coming years
Artificial Intelligence (AI) in sales
Traditionally, companies are treating sales processes, applications, data and sales analytics as four distinct parts. However, technology is rapidly transforming the way businesses operate: in the coming malta business email list years, there will be no separation between these pillars as all four will merge into one concept: AI (Artificial Intelligence) for sales.
Why is this shift happening? Because B2B buyers now prefer to interact with suppliers through digital and self-service channels, making multi-experience selling a must.
When implementing marketing strategies aligned with B2B sales , this translates into omnichannel strategies (on and offline) aimed at a more technical and professional audience, which help the business model to be more competitive as it supports the sales and/or commercial department.
The fundamental role of salespeople
The role of a sales representative is clear: they must help customers make the right decision in the face of so much information overload. What does this mean? Nowadays, our customers find information on multiple websites and this can sometimes be confusing before making a decision, which becomes a real headache for our customers. In the end, salespeople become the last source of reliable information.
B2C behavior moves to B2B
We often don't realize that before selling to companies, we sell to people. These people have certain patterns when they buy online and often expect the same experience they had when buying a microwave on Amazon to be similar in B2B. For example: if you go to an installer to sell PVC pipes, what does this installer expect to find? They will surely find it useful to have reviews on your website accompanied by photos, just as they do when they consult Amazon.
New article: Digital marketing guide for B2B
B2B sales stages: having a clear understanding of the purchasing journey
In marketing, we usually work on identifying the stages of the purchasing journey, so that we can provide value at all these stages to create a relationship of trust with our ideal client, even before starting a business relationship with them. Sales stages in B2B usually include:
Potential customer identification: search for potential customers who may be interested in the company's product or service, defining the buyer persona or ICP (Ideal Customer Profile) .
Following the continuous improvements in artificial intelligence (AI), the ways of selling are changing and will have to adapt to the new tools and behaviors of our target audience (prospects). It will be increasingly essential to create systems and procedures that incorporate automation between customers and salespeople, as well as digital scalability.
In this article called “Digital B2B sales, keys to success”, we summarize the key points that we consider essential for you and your sales team to adapt to a sales model that incorporates a digital ecosystem.
B2B sales trends for the coming years
Artificial Intelligence (AI) in sales
Traditionally, companies are treating sales processes, applications, data and sales analytics as four distinct parts. However, technology is rapidly transforming the way businesses operate: in the coming malta business email list years, there will be no separation between these pillars as all four will merge into one concept: AI (Artificial Intelligence) for sales.
Why is this shift happening? Because B2B buyers now prefer to interact with suppliers through digital and self-service channels, making multi-experience selling a must.
When implementing marketing strategies aligned with B2B sales , this translates into omnichannel strategies (on and offline) aimed at a more technical and professional audience, which help the business model to be more competitive as it supports the sales and/or commercial department.
The fundamental role of salespeople
The role of a sales representative is clear: they must help customers make the right decision in the face of so much information overload. What does this mean? Nowadays, our customers find information on multiple websites and this can sometimes be confusing before making a decision, which becomes a real headache for our customers. In the end, salespeople become the last source of reliable information.
B2C behavior moves to B2B
We often don't realize that before selling to companies, we sell to people. These people have certain patterns when they buy online and often expect the same experience they had when buying a microwave on Amazon to be similar in B2B. For example: if you go to an installer to sell PVC pipes, what does this installer expect to find? They will surely find it useful to have reviews on your website accompanied by photos, just as they do when they consult Amazon.
New article: Digital marketing guide for B2B
B2B sales stages: having a clear understanding of the purchasing journey
In marketing, we usually work on identifying the stages of the purchasing journey, so that we can provide value at all these stages to create a relationship of trust with our ideal client, even before starting a business relationship with them. Sales stages in B2B usually include:
Potential customer identification: search for potential customers who may be interested in the company's product or service, defining the buyer persona or ICP (Ideal Customer Profile) .