Post by account_disabled on Mar 3, 2024 8:04:49 GMT
According to Gartner, only 6% of sales leaders are confident in their sales force's ability to meet or exceed revenue goals. So, it's no surprise that their top priority is to overcome this challenge. In the B2B sales process, managers and salespeople should focus on creating a quick and easy purchasing experience - promoting digital transformation - in order to meet customer expectations. Continue reading the article to discover other interesting data and strategies to implement immediately to achieve your commercial objectives! Gartner's perspective on b2b selling This Gartner research highlights how the key to accelerating revenue growth in B2B sales is a digital and agile purchasing experience that helps customers feel more confident in their purchasing decisions. In the current digital environment, it is essential that companies operating in the B2B market stand out by offering increasingly customer-oriented purchasing experiences, in order to enhance their journey and meet their expectations.
All information and support provided to buyers throughout the sales process must be consistent, complete and connected across digital and traditional channels, including "in-person" interactions. Craig Riley, Senior Principal Analyst at Gartner, says: The B2B buying journey has changed dramatically over the last year, with COVID-19 accelerating the shift to digital and remote working arrangements. Companies that have not been able to adapt to this change have lost sales and revenue opportunities. For companies operating in B2B sales Australia WhatsApp Number Data therefore, mapping the new customer purchasing journey will be essential to unlock growth, even in the coming years. To hit growth objectives and create a shopping experience aligned with what customers need, sales managers must prioritize four specific areas. Let's see them in detail! New Call-to-action Creation of a single "revenue" team B2B strategies must align sales, marketing, service, and customer success teams to help buyers complete critical steps in the process.
This means completely removing the distinctions between sales, marketing and customer service and consolidating resources into a single operations team, with the goal of increasing revenue. b2b sales Fuel the trust of prospects To overcome organizational complexity – the main obstacle B2B buyers face in their purchasing journey – companies must focus on creating a unique experience to build trust in customers' decisions. Robert Blaisdell, Senior Director Analyst at Gartner, says: Trust is the belief on the part of customers that they have made the right choice in their purchasing decision. Our research shows that when B2B buyers have high levels of trust, they are 3.6 times more likely to opt for a high-end or “premium” offering. Customer engagement Companies must engage customers, taking into account their preferences regarding the purchasing channel. The information and support provided to B2B buyers must be consistent, complete and connected, with an omnichannel perspective .
All information and support provided to buyers throughout the sales process must be consistent, complete and connected across digital and traditional channels, including "in-person" interactions. Craig Riley, Senior Principal Analyst at Gartner, says: The B2B buying journey has changed dramatically over the last year, with COVID-19 accelerating the shift to digital and remote working arrangements. Companies that have not been able to adapt to this change have lost sales and revenue opportunities. For companies operating in B2B sales Australia WhatsApp Number Data therefore, mapping the new customer purchasing journey will be essential to unlock growth, even in the coming years. To hit growth objectives and create a shopping experience aligned with what customers need, sales managers must prioritize four specific areas. Let's see them in detail! New Call-to-action Creation of a single "revenue" team B2B strategies must align sales, marketing, service, and customer success teams to help buyers complete critical steps in the process.
This means completely removing the distinctions between sales, marketing and customer service and consolidating resources into a single operations team, with the goal of increasing revenue. b2b sales Fuel the trust of prospects To overcome organizational complexity – the main obstacle B2B buyers face in their purchasing journey – companies must focus on creating a unique experience to build trust in customers' decisions. Robert Blaisdell, Senior Director Analyst at Gartner, says: Trust is the belief on the part of customers that they have made the right choice in their purchasing decision. Our research shows that when B2B buyers have high levels of trust, they are 3.6 times more likely to opt for a high-end or “premium” offering. Customer engagement Companies must engage customers, taking into account their preferences regarding the purchasing channel. The information and support provided to B2B buyers must be consistent, complete and connected, with an omnichannel perspective .