How can businesses adapt their sales strategies to meet the changing needs of B2B purchasers in the digital age?

77% of B2B purchasers said that they would not even speak to a salesperson until they had done their own research

As the world becomes increasingly digital, the B2B sales landscape is also rapidly evolving. According to a recent survey, 77% of B2B purchasers reported that they would not even speak to a salesperson until they had done their own research. This highlights the importance of businesses having a strong online presence and providing valuable, informative content to potential customers.

The rise of digital marketing and online research has given B2B purchasers access to a wealth of information at their fingertips. They can easily compare prices, features, and reviews of products and services before making a purchasing decision. As a result, businesses need to ensure that they have a strong online presence and provide valuable, informative content to potential customers.

In the past, the traditional sales approach of cold-calling and pitching products was effective. However, with the shift towards online research, this approach is becoming less effective. Instead, businesses need to focus on building relationships with potential customers and providing them with the information they need to make informed purchasing decisions.

One way to do this is by creating content that provides value to potential customers. This can be in the form of blog posts, white papers, webinars, or case studies. By providing valuable content, businesses can position themselves as experts in their industry and build trust with potential customers.

Another way to build relationships with potential customers is through social media. By engaging with potential customers on social media platforms, businesses can start conversations and build relationships that can eventually lead to sales. Additionally, social media can be used to share valuable content and promote products and services.

In conclusion, businesses need to adapt their sales strategies to meet the changing needs of B2B purchasers. By providing valuable content and building relationships with potential customers through online channels such as social media, businesses can increase their chances of closing deals in today’s digital age. The key is to provide value and build trust with potential customers, which can ultimately lead to long-lasting relationships and increased sales.

More 2023 Stats

97% of sales leaders and sales operations pros say AI gives reps more time to sell

91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals

Using a CRM to track sales is standard practice for 79% of sales reps

66% of sales reps say they’re drowning in tools

Salespeople Unhappy Despite Meeting Targets

36% of salespeople say that closing is the hardest part of their job

Email is almost 40 times better at acquiring new customers than Facebook and Twitter

41% of companies struggle to quickly follow up with leads

Around 45% of web store payments are made with digital and mobile wallets

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

More Customer Engagement Stats

More than Three-Quarters of Online Shoppers Would Like their Orders Shipped the Same Day

69% of buyers have accepted cold calls from new providers

44% of People go Directly to Amazon to Start their Product Searches, Compared to 34% who use Search Engines like Google, Bing, and Yahoo to Search for Products

38% of People will Leave a Website if they find the Layout Unattractive

Americans Spend 36% of their Shopping Budget Online

61% of customers believe that surprise gifts and offers are the best way to engage customers

Around 45% of web store payments are made with digital and mobile wallets

41% of companies struggle to quickly follow up with leads

33% of US Females Aged 18-34 Say They Would “Ideally Buy Everything Online”

71% of salespeople are using social selling tools

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