Changes in buyer behavior require a business to adapt their approach to targeting a buyers’ specific needs and preferences.
Sales needs to adopt a buyer-centric approach selling their products and services in a way that a customer wants to buy, using product and financial values (ROI calculation, TCO/LCC comparisons, etc. ) to support their proposition.
According to a SiriusDecisions Study on B2B Buyer Behaviour – “Up to 67 per cent of the buyer’s journey now occurs digitally, shortening the actual time for sales engagement.”
Today, it’s much more difficult for the B2B sector to get the attention of their target audience, which translates into weaker revenue streams and a higher cost of sales and customer acquisition.
Gone are the days of the traditional ways of developing face-to-face relationships, to be replaced by the “new normal” a wholly new way of showing the value along the B2B sales journey.