Post by account_disabled on Nov 4, 2023 21:52:04 GMT -6
Smarketing Sharing targets, continuous and profitable feedback on the quality of the contacts generated are the basis of the effective collaboration that is created in a smarketing team capable of concretely contributing to increasing turnover! Basing objectives exclusively on the number of leads is no longer sufficient to take that extra step towards commercial development in B2B. The sales process is not aligned with the purchasing cycle 67% of the buyer's journey today takes place online source: Forrester.
It is necessary for salespeople to be aware of the fact that the wedding photo editing service prospects they meet or hear on the phone are informed, have their own opinion and already know the company. Does the sales process correspond to this (not so) new attitude of b2b buyers? It is necessary to pay close attention to the aspect of the point of view: if there is no correspondence between the buying and selling cycle , it may happen, for example, that a prospect who is not yet completely sure of the decision is forced to make it, with the aim to speed up the sales process.
Don't forget that emotions play a decisive role in B2B purchases and that any negative perception can compromise trust in a supplier forever. To resolve this misalignment, it is useful to analyze the characteristics of the target customer and their purchasing path together with marketing colleagues, and then design sales strategies that perfectly correspond to the phases and needs. Would you like to know more? Read the article dedicated to the definition of buyer personas! The sales force does not follow the strategy Even if the company has made an effort to plan a sales process aligned with the needs of its target audience, if the sellers do not follow it it will be very difficult to obtain results.
It is necessary for salespeople to be aware of the fact that the wedding photo editing service prospects they meet or hear on the phone are informed, have their own opinion and already know the company. Does the sales process correspond to this (not so) new attitude of b2b buyers? It is necessary to pay close attention to the aspect of the point of view: if there is no correspondence between the buying and selling cycle , it may happen, for example, that a prospect who is not yet completely sure of the decision is forced to make it, with the aim to speed up the sales process.
Don't forget that emotions play a decisive role in B2B purchases and that any negative perception can compromise trust in a supplier forever. To resolve this misalignment, it is useful to analyze the characteristics of the target customer and their purchasing path together with marketing colleagues, and then design sales strategies that perfectly correspond to the phases and needs. Would you like to know more? Read the article dedicated to the definition of buyer personas! The sales force does not follow the strategy Even if the company has made an effort to plan a sales process aligned with the needs of its target audience, if the sellers do not follow it it will be very difficult to obtain results.