By Gartner, which analyzes B2B sales, indicate that there are many changes ahead of us, focused around the slogan Digital first , through three main areas of change: strategy, processes and resource allocation. The direction of change also includes the transformation of enterprises from a sales-oriented organization to a customer-oriented organization. As a result, the primary goal is still the generated revenue and margin of the company, but what will change is the way this goal is achieved and a much closer focus on the customer’s needs. Sales will thus become a smooth process in which the customer will want to participate.
We all like to buy, but none of us likes
to be sold to. B2B customer purchasing path The way B2B customers make purchases has changed in recent years. Some of the changes are the result of the economic situation and the pandemic, but also natural changes in customer behavior. The Belize Telemarketing Data Transformation processes of. Companies have gained momentum. And the decision-maker has become .An increasingly younger client who has .Always lived in the digital world. Accustomed to. A quick online purchasing process. In just a few clicks, he is slowly starting .To expect si.Milar solutions in b2b processes. According to gartner, as many as 44% of purchases made .By millennials, who are already. Decision-makers, prefer the purchasing .Process without the involvement .Of a salesperson.
Personal meetings are held less and
less often, replaced by remote meetings, where the salesperson’s role is often reduced to a caregiver, and not, as it used to be, a sales Turkey WhatsApp Number List man. In B2B, the purchasing path and the entire decision-making process are much longer than those known from the everyday world. And even though we want to. Introduce changes from our .Habits to simplified purchases.We are still talking about selling.To a company represented by several people. The b2b customer purchasing path. Developed by mckinsey, consists of. 5 steps: problem identification searching for. Solutions education and finding .The best solution sending .Inquiries and comparing offers. Purchase more and .More b2b customers want .To make their own choice .And go through the first 3 to 4 steps themselves.emselves.
