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

61% believe that salespeople are underappreciated

40% of Salespeople Struggle with this Critical Sales Process

Outsourcing lead generation generates 43% better results than in-house lead generation

41% of companies struggle to quickly follow up with leads

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

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

20.8% of retail purchases are expected to take place online in 2023

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

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

Nearly 13% of all the jobs in the U.S. are full time sales positions

More Customer Engagement Stats

8% of Online Shoppers Engage in a Live Chat Conversation before Placing an Order

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

39% of companies don’t regularly ask customers for feedback about their interactions

69% of buyers have accepted cold calls from new providers

26% of Shoppers are Likely to Share a Product on Social Media after Purchase

B2B Companies Achieve 63% Lower Customer Attrition and 55% Higher Share of Wallet in B2B Engagement

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

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

30% of Online Shoppers are Millennials are are Between 18 and 34 Years Old

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

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