Post by account_disabled on Mar 5, 2024 22:36:37 GMT -5
For many years the sales force of B2B companies has concentrated on finding a sort of "hidden button" that would trigger a purchasing need in the minds of potential customers. Today this button is clearly visible and ready to be pressed, provided that the sales methodology is in perfect alignment with the new purchasing habits of buyers. Let's discover together how to adapt your strategy to the way potential customers purchase, thus making it successful and performing . How to align your sales force with how potential customers shop Buyers today do everything they can to avoid companies that opt for a traditional sales approach . They don't want to receive a direct sale: this is why phone calls from unknown senders are blocked by caller identification and emails are intercepted by the anti-spam filter.
So what methods are left for companies to approach potential customers with Germany Phone Number the likelihood of achieving sales goals? The answer is inbound marketing and inbound sales strategies . Download the ebook The goal of these techniques is to have a sales force more focused on creating an experience that helps, advises and trains the potential customer until they create the circumstances for a safe purchase that includes your company's products or services. Here are some tips for setting up this sales methodology. 1. Create an experience for each of your prospects Today, buyers have become experts at protecting themselves from unwanted sales attempts and tend to inform themselves exhaustively about a product or service before completing their journey and finalizing the purchase. 90% of leads are not interested in talking to the company at the time of conversion.
From the first approach, for example through the website , it is essential that the potential customer is able to find the answers to his questions. Only then will he contact the sales team for further details, if the need arises. 2. Make sure prospects feel safe Even in B2B, people first make purchases emotionally and only later rationalize these decisions by comparing them with the facts. First of all, they must feel safe about the decision they are about to make, a factor that lies 100% in the hands of the company and its sales force. In the past, this was done by taking potential customers to lunch or inviting them to industry events. In the current system this method is no longer sustainable, particularly for small and medium-sized businesses. For this reason it has been replaced by tools that allow the prospect to feel safe already in the autonomous phases of the purchasing process.
So what methods are left for companies to approach potential customers with Germany Phone Number the likelihood of achieving sales goals? The answer is inbound marketing and inbound sales strategies . Download the ebook The goal of these techniques is to have a sales force more focused on creating an experience that helps, advises and trains the potential customer until they create the circumstances for a safe purchase that includes your company's products or services. Here are some tips for setting up this sales methodology. 1. Create an experience for each of your prospects Today, buyers have become experts at protecting themselves from unwanted sales attempts and tend to inform themselves exhaustively about a product or service before completing their journey and finalizing the purchase. 90% of leads are not interested in talking to the company at the time of conversion.
From the first approach, for example through the website , it is essential that the potential customer is able to find the answers to his questions. Only then will he contact the sales team for further details, if the need arises. 2. Make sure prospects feel safe Even in B2B, people first make purchases emotionally and only later rationalize these decisions by comparing them with the facts. First of all, they must feel safe about the decision they are about to make, a factor that lies 100% in the hands of the company and its sales force. In the past, this was done by taking potential customers to lunch or inviting them to industry events. In the current system this method is no longer sustainable, particularly for small and medium-sized businesses. For this reason it has been replaced by tools that allow the prospect to feel safe already in the autonomous phases of the purchasing process.