Digital marketing keys for B2B sales

[samiaseo222]

Until recently, companies with business clients believed that digital marketing and social media were only useful for reaching retail customers. Unlike the B2C ( business to consumer ) model, where there are millions of customers with unknown names, the B2B ( business to business ) market is usually very small and rational.

Why invest in digital advertising if I sell engineering services to steel producers? Do I really need social media if my potential clients are only the 15 European car manufacturers? Why publish my catalogue and prices online so that my competitors can copy them?

That old paradigm has changed. Over the past ten luxembourg mobile database years we have seen a shift in B2B purchasing decision-making , both in the people who make the decisions and in the decision-making process itself.

Selling B2B is becoming more complex and changing buyer expectations are challenging sales teams every day. At the same time, traditional sales processes are becoming less effective. In order to stay competitive and hit revenue targets, it’s critical to understand the changing landscape, why these changes are happening, and how to sell to a modern buyer.

In the past, sales communication had a pattern. Someone received an impact (call, advertisement, letter…), became convinced that they were interested and contacted the seller to close the deal. This has changed, because the linear path has become a series of moments that influence a customer to buy your product. Right now, consumers are searching for information on their own , so you have to be in their path by providing valuable content and creating a personalized experience .