How can businesses effectively engage with B2B customers across multiple channels during their decision-making process to drive growth and sales?

B2B customers use 10 different channels during their decision-making process

In the age of digital marketing, B2B customers have an overwhelming number of channels available to them for researching and making purchasing decisions. According to a report by McKinsey & Company, B2B customers use an average of 10 different channels during their decision-making process. This means that businesses looking to sell to other businesses need to have a strong presence across multiple channels to be successful.

The report also found that B2B customers tend to use different channels at different stages of the decision-making process. For example, during the initial research phase, customers may turn to search engines, industry-specific websites, and social media to gather information. As they move into the evaluation phase, they may seek out recommendations from colleagues or industry experts, attend trade shows and events, and engage with sales reps directly.

To succeed in this multi-channel environment, businesses must ensure that they have a presence across a variety of channels and that they are providing consistent and relevant messaging at each touchpoint. This requires a deep understanding of the customer journey and a strategic approach to marketing and sales.

One way to ensure a strong presence across multiple channels is to implement an omnichannel marketing strategy. This means integrating all channels, both online and offline, to create a seamless and consistent customer experience. By doing so, businesses can ensure that customers receive the same messaging and level of service regardless of which channel they use.

Another key factor in successfully navigating the multi-channel reality of B2B customer decision-making is to focus on providing valuable content that addresses the specific needs and pain points of the customer at each stage of the journey. This can include whitepapers, case studies, webinars, and other types of content that position the business as a trusted expert in their industry.

The reality of B2B customer decision-making is that it is a multi-channel process, and businesses need to adapt their marketing and sales strategies accordingly. By having a strong presence across multiple channels, providing consistent messaging, and focusing on valuable content, businesses can succeed in this complex environment and win the trust and loyalty of their customers.

To learn more about how to develop an effective multi-channel marketing and sales strategy, book a consultation with SalesLion today.

More 2022 Stats

Top Performers’ Discovery Calls 76% Longer and Presentation Meetings 55% Longer than Average Performers

67% of customers prefer self-service over speaking to a company representative

B2B buyers are 57%-70% through buying research before contacting sales.

In a recent McKinsey study, 61% of survey respondents said that, before the pandemic, they primarily sold their business’ products through traditional in-person sales — that number has since fallen to 29%.

The best time to make sales calls is within 1 hour of receiving their initial inquiry

71 Words per Minute: The Surprising Speech Speed of Top Performers, Who Speak 6% Slower Than Their Peers

40% of sales reps still use tools like Outlook or Excel to store customer and lead data

There is a 70% greater likelihood of converting re-targeted visitors vs. those who are not

48% of salespeople never even make a single follow up attempt.

55% of B2B buyers search for information on social media.

More Remote B2B Sales Stats

Writing at a third-grade reading level increases response rates by 36%.

82% of top performers say they “always” perform research before reaching out to prospects, and report higher usage of sales technology across the board.

66% of teams were satisfied with the results that they are getting from using custom-recorded video in their sales processes.

According to a research conducted by Salesforce, 61% of sellers say it’s harder to sell virtually.

After COVID, 56% of sellers prefer working remote full time.

Research from Bain and Company shows that 92% of B2B buyers prefer virtual sales interactions.

Given the pandemic, almost 90% of B2B sales now happen digitally.

According to a Gartner survey, CSOs expect 60% of the sales force will remain operating virtual.

A study by Skaled revealed that sales reps using virtual presentation tools increased their close rates by 28%

78% of salespeople that make use of social media outsell their peers

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