Characteristics of B2B sales processes

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Before buying, a B2B customer feels the need to inform themselves and learn , something for which the figure of the salesperson was previously essential, however now there is the Internet. According to various studies, B2B buyers have already completed between 60% and 80% of their sales funnel online before contacting a salesperson . In other words, the customer turns to the Internet to look for opinions on a product or service , comparisons or reviews, and once they are more or less clear about what they are looking for, they contact the sales agent.

It is therefore essential that B2B sales strategies adapt to ghana email list this new way of trading, in which the success of the transaction no longer lies in the salesperson, but in the presence and the way the company communicates over the Internet.

As we mentioned earlier, B2B companies have their own particularities when it comes to carrying out commercial transactions. Here are some of them:

They seek to resolve specific needs .
These are usually large-scale sales.
Customers are looking for efficiency above all else.
They are professional clients who make decisions rationally.
Long-term relationships with suppliers are sought .
The properties or characteristics of the product or service are very important.
There are few customers but with a large purchasing volume.
Taking these aspects into account, companies working in the B2B field must adapt their sales strategies to the new needs of customers in order to achieve success. To do so, it is advisable to follow a series of steps and tips that will help optimize the process.

“Companies working in the B2B sector must adapt their sales strategies to the new needs of their customers”



2. Keys to success in your B2B sales strategy
We previously mentioned the complexity inherent in B2B sales. Below, we highlight a series of elements that you should not overlook if you want to guarantee the success of your strategy. Follow these tips and boost your B2B sales to the max!



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2.1 Know your customer well and build strong relationships
The customer is the foundation of any B2B sales strategy. Research and understand your customers’ needs, challenges, and goals to effectively tailor your offering. To do this, it’s best to define your company’s buyer personas , as well as determine when a customer is ready to buy.

With these parameters defined, salespeople will know more clearly which potential customers they should target and what phase of the purchasing process they are in. This way, they will also be able to personalize their sales strategies and orient them toward the needs of the customer.

This will also help you avoid wasting time and focus your efforts on negotiating with the executives who have the authority and budget to say “yes” to you.