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

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

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

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

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

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

Salespeople’s Optimism for Economic Recovery from COVID-19

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

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

40% of Salespeople Struggle with this Critical Sales Process

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

More Customer Engagement Stats

40% of all customer interactions will be automated through AI and machine learning by 2023

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

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

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

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

41% of companies struggle to quickly follow up with leads

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

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

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

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