Are you facing new challenges in your B2B sales process? Find out how to overcome obstacles in prospecting, negotiation or loyalty.
Common challenges in the B2B sales process and how to overcome them
The digital age has radically transformed the B2B brazil phone number library sales process . Today’s B2B buyer is more informed and discerning than ever before. They do their own research, compare options, and make purchasing decisions more quickly and independently.
Some studies on the subject that reinforce this idea:
According to a Forrester survey , 68% of B2B buyers prefer to do their own research online before speaking to a salesperson.
A Gartner study revealed that in 2022, B2B buyers used an average of 10 different channels to interact with suppliers.
The shift in B2B buyer behavior
Online Research: 80% of the B2B sales process is done online before the buyer ever contacts a supplier. This means that B2B companies need to have a strong online presence and offer relevant, engaging content that helps buyers find the information they need.
Comparing Options : Demand Gen Report data indicates that 47% of B2B buyers view between 3-5 pieces of content before speaking to a sales rep. B2B companies must differentiate themselves from the competition and highlight their strengths to gain buyers’ attention.
Make decisions faster: The B2B buying cycle has shortened significantly. B2B companies must be agile and responsive to buyer needs in order to close sales in a timely manner.