1.2 Characteristics of B2B sales processes

[aktAkterSabiha50]

Before buying, a B2B customer feels the need to inform themselves and learn , something for which the figure of the salesperson was previously essential, however now there is the Internet. According to various studies, B2B buyers have already completed between 60% and 80% of their sales funnel online before contacting a salesperson . In other words, the customer turns to the Internet to look for opinions on a product or service , comparisons or reviews, and once they are more or less clear about what they are looking for, they contact the sales agent.

It is therefore essential that B2B sales strategies adapt to this new way of db center.uk trading, in which the success of the transaction no longer lies in the salesperson, but in the presence and the way the company communicates over the Internet.

As we mentioned earlier, B2B companies have their own particularities when it comes to carrying out commercial transactions. Here are some of them:





They seek to resolve specific needs .
These are usually large-scale sales.
Customers are looking for efficiency above all else.
They are professional clients who make decisions rationally.
Long-term relationships with suppliers are sought .
The properties or characteristics of the product or service are very important.
There are few customers but with a large purchasing volume.
Taking these aspects into account, companies working in the B2B field must adapt their sales strategies to the new needs of their customers in order to achieve success. To do so, it is advisable to follow a series of steps and tips that will help optimize the process.

“Companies working in the B2B sector must adapt their sales strategies to the new needs of their customers”