We have moved from a scenario in which a few people had influence in decision-making to purchasing groups with multiple decision-makers and sometimes contradictory needs. It is becoming increasingly necessary to adapt to this new organizational reality in more complex purchasing processes and to adapt messages and sales arguments to each decision profile.
- B2B customers are increasingly looking for digital experiences
We are already beginning to see buyers who were born with the Internet and a mobile phone in their hands. In less than ten years, all B2B purchasing managers will be digital natives . And the reality is that this group wants to obtain information through non united states of america phone number library traditional channels and anonymously. They want to go through the initial phases of a purchasing process independently.
The role of the sales team can no longer cover all phases of the sale, from prospecting to closing . Their role must be to accompany the potential buyer when they become visible. Cold calling no longer works as it used to. Those who have a need find out more on the Internet and then contact them. And we must not impact them in a non-invasive way so that when they are ready to start a purchasing process they will take us into account.
The role of the sales team can no longer cover all phases of the sale, from prospecting to closing.