Think B2B Digitally and win more business[wd_asp id=1]
At B2B Digitally we help B2B business generate more business and ignite growth by using digital tactics and tools, to gain a competitive advantage. B2B Digitally is your B2B digital marketing toolbox.
A B2B digital sales strategy will help embed digital thinking within your B2B sales process. Digital can help increase engagement with prospects, better inform your sales teams and improve sales ROI. B2B Digitally will help you develop and digital sales strategy and help execute with the right tools.
Why do B2B sales team need a digital sales strategy?
The buyer has changed and we must adapt. The days of the sales person being the one source of information supporting the prospect through the buyer journey are gone. Your prospects have all the information they need, right at their fingertips to shortlist vendors, if not making an actual buying decision. Buyers are connected to your current customers, other future customers, industry experts, information about you products, competitor products and much more. B2B sales teams must adapt with a digital sales strategy.
Digital is the B2B sales frontier
Sales and marketing teams and competing with other organizations on the digital landscape. Are your competitors engaging with prospects better? Are your competitors more informed about the needs of the prospect? Do your sales peers in other organizations have better tools and sales enablement assets? A B2B digital sales strategy will get both sales and marketing teams aligned on how to compete better on the digital frontier.B2B sales teams are in a challenging role. Making the sale to a B2B buyer is much more difficult than selling to consumers. The buyer is an expert in their field and trained to get the best deal. Often the buyer isn’t just one person but a team, each with their specialty area of expertise. The B2B sales person needs to juggle the expectations of all stakeholders whilst ensuring margins are protected. Digital can help and the right tools can support B2B sales activity from prospecting through to closing.
How has digital changed B2B Sales?
B2B buyers are contacting vendors and engaging sales much later. Buyers have all the information they need at their fingertips and don’t see a need to contact sales until much later in the journey. This has significantly diminished the traditional role of B2B sales and B2B sales teams must adapt with a new digital sales strategy. In a digital world, sales can’t wait to be engaged or rely on cold prospecting strategies. B2B sales must now use digital channels to build personal relationships, as early as possible and must be able to demonstrate the value they can add to the customer journey. The B2B buyer already has all product information they need, can easily compare products and even talk directly to existing customers. This means that B2B sales must add value in new ways and building relationships is more important than ever.
Latest B2B Sales Questions & Answers
“The role of the B2B sales team in the customer journey has changed. Buyers are now educating and informing themselves and preferring not to engage sales. This means that B2B sales teams need to think digitally and adopt new practices. “
– Kaya, Your Digital Strategy Consultant –