How to Make the Most of the Changing Nature of B2B Sales
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Are you one of those companies failing to make the most of the changing nature of B2B sales?
By failing to understand the way the sales process is changing, I strongly believe many companies are missing a huge opportunity to capitalise on an inbound sales strategy.
How Has the Nature of B2B Sales Changed?
When any of us need something, be it a service or product, we go straight online. We search for it. We consume review after review about it. We ask people on social media about it. We check out the LinkedIn Profiles of the people who represent it.
Before the revolution of social media, outbound strategies like cold calling, blanket mailing campaigns and stab-in-the-dark emails were the norm. Today, due to technology like smartphones and tablets, people have the power to search for you online. You don’t need to go to them. Instead, you need to get them to come to you.
By not understanding the fundamental change in the way we purchase means your sales process is becoming less effective.
I AM WITNESSING THIS EVERY DAY!
I’ve often thought this should be visually represented, so I’ve given it a go!
How Can You Embrace Technology in Your Inbound 2020 B2B Sales Strategy?
By using recording equipment to create podcasts – just like video, podcasts are a type of interactive content that appeals to people who are audio learners, rather than more visually orientated or those that prefer to read text.
By engaging on business platforms like LinkedIn – relationships don’t develop if you remain shy or silent! Commenting and sharing your advice, experiences and thoughts by participating in discussions and debates on LinkedIn will get you noticed, remembered and appreciated.