The rise of B2B buyers has created new obstacles for entrepreneurs who want to sell to them. These include the length of the sales cycle, the increasing number of people involved in the purchase process, and the expectations of salespeople.
According to a survey, 79% of business owners have at least one person involved in the purchase process of their companies. Also, 44% have formal committees or buying groups that review purchases. Having more people involved in the process can make it harder to sell your product or service.
Through social media, online research, or real-world connections, you can get a deeper understanding of the people who are involved in the buying process of your company. This will allow you to identify which parts of the sales process are most important to you and which areas of the organization are most likely to benefit from your product or service.
Sales Cycles for B2B Buyers Are Longer
The length of the sales cycle for B2B buyers has increased significantly since last year. According to a survey, 45% of buyers are more likely to spend time researching a purchase compared to last year. They also expect to perform a more detailed analysis before making a final decision. Since most buyers conduct their research online, you should create content that is tailored to each stage of the buying process.
B2B Buyers Shop Online Through Social Media
As more B2B buyers conduct their research online, they are more likely to rely on review sites and peer recommendations when making a decision. They also prefer to use social media platforms such as LinkedIn to learn about solutions.
Social media allows buyers to connect with like-minded individuals and learn more about a topic. They can ask for suggestions and opinions from other users, and they can reach out to vendors directly.
B2B Buyers Want to Be Understood
Most B2B buyers expect to receive detailed information about their concerns and needs before they make a decision. When it comes to choosing a vendor, they are most likely to be impressed by a sales team that has the necessary knowledge and experience to solve their problems.
Before you start talking to a potential customer, make sure that you thoroughly research their needs and concerns. Doing so will allow you to identify areas of your business that are most important to them and provide them with the necessary solutions.
B2B Buyers Want the Information They Need
According to a survey, 76% of B2B buyers prefer to see content that is relevant to their needs instead of reams of information. This is why vendors must provide relevant content that is designed to meet their needs.
Since there is so much information out there, it can be hard for buyers to navigate through the process. After you have made contact with the potential customer, you can help them identify their needs and provide them with the necessary solutions.
B2B Buyers After the Sale
Today’s B2B buyers are more focused on the long-term. Before they make a purchase, they want to be certain that your company will be there to support them after the deal closes. This will allow them to feel that they are receiving the best possible value for their purchase.