B2B Clients: Profile Evolution
Posted: Wed Dec 04, 2024 5:56 am
Marketing B2B,Marketing and sales
Digital transformation has had a profound impact on the B2B sales process, but how has the B2B customer and their purchasing process evolved?
B2B Clients: Profile Evolution
The changing market environment list of angola consumer email brought about by digital transformation has also affected B2B customers.
Over the past ten years, digital transformation has had a profound and significant impact on the B2B sales process . What was once a process marked by personal relationships between customer and supplier and a “face to face” negotiation has evolved into a hybrid scenario where technology has redefined all phases of the sales cycle . Initially, it was companies that sold to the end customer that adapted to the new reality and migrated to digital platforms. Today, it is increasingly common for decision-makers in B2B purchasing processes to orient their learning process and their purchasing activity towards the online channel .
But how have B2B customers evolved with the digital revolution?
1. B2B customers operate in a multi-channel environment
2. B2B customers have access to higher quality information
3. Purchasing decisions are made in a collegial manner
4. B2B customers are increasingly looking for digital experiences
5. In conclusion
1. The B2B customer operates in a multi-channel environment
Until four days ago, sales teams were the channel . All contact between a company and its customers was channeled through its salespeople. We are at the end of a cycle: one in which the sales department was the channel . Today, they are simply another channel, an important one, yes , but they are no longer exclusive in the relationship with customers.
Customer touchpoints have expanded enormously . Any sales manager who turns a blind eye to this new reality will be swallowed up by competing companies that are able to adapt to a new scenario in which the B2B customer understands what their needs are and seeks solutions in a radically different way.
2. The B2B client accesses higher quality information.
Digital transformation has had a profound impact on the B2B sales process, but how has the B2B customer and their purchasing process evolved?
B2B Clients: Profile Evolution
The changing market environment list of angola consumer email brought about by digital transformation has also affected B2B customers.
Over the past ten years, digital transformation has had a profound and significant impact on the B2B sales process . What was once a process marked by personal relationships between customer and supplier and a “face to face” negotiation has evolved into a hybrid scenario where technology has redefined all phases of the sales cycle . Initially, it was companies that sold to the end customer that adapted to the new reality and migrated to digital platforms. Today, it is increasingly common for decision-makers in B2B purchasing processes to orient their learning process and their purchasing activity towards the online channel .
But how have B2B customers evolved with the digital revolution?
1. B2B customers operate in a multi-channel environment
2. B2B customers have access to higher quality information
3. Purchasing decisions are made in a collegial manner
4. B2B customers are increasingly looking for digital experiences
5. In conclusion
1. The B2B customer operates in a multi-channel environment
Until four days ago, sales teams were the channel . All contact between a company and its customers was channeled through its salespeople. We are at the end of a cycle: one in which the sales department was the channel . Today, they are simply another channel, an important one, yes , but they are no longer exclusive in the relationship with customers.
Customer touchpoints have expanded enormously . Any sales manager who turns a blind eye to this new reality will be swallowed up by competing companies that are able to adapt to a new scenario in which the B2B customer understands what their needs are and seeks solutions in a radically different way.
2. The B2B client accesses higher quality information.