Those of us who work in B2B environments, that is, our clients are other companies, know that selling to B2B buyers is increasingly complex and that the emergence of new technologies in recent years has forever changed the scenario in which we relate to our potential clients and also the way we do business.
Traditional sales processes , those in which you picked up the phone to make an appointment and present a proposal in a physical meeting or you just went straight out the door, are becoming less and less effective .
In fact, we have mentioned it on this blog on many occasions, our clients today do not want to be interrupted, they do not want to be sold to , they want to be the ones who buy, and B2B buyers are no exception.
Some statistics that can help you understand how B2B sales are changing:
According to a study by cambodia telegram screening Accenture , 94% of B2B buyers research online at some point in the purchasing process.
According to Forrester , 59% of buyers prefer to research online rather than talk to sales teams because they feel salespeople are looking to close a sale rather than help solve a problem.
In this new context, in which sales have changed due to different factors, we have developed a new free downloadable E-book: How to sell to the modern B2B Buyer with which we want to help B2B sales professionals to understand the keys to the new environment and how they can improve their sales.