< p > I struggle to learn everything related to the buyer type, < a href= "http://cailiao.sjfzxm.com/" > account management < /a > and the sales process, because my first sales manager cautioned, "to understand the process and work according to the process." Generally speaking, the sales process is divided into 5~7 steps, which usually cover the following areas: < /p >
< p > the digital revolution of B2B marketing challenges the tradition, providing a new perspective to examine buyers' behavior. According to research, no matter how the price is, customers have completed nearly 60% of their sales process before contacting a href= "//m.pmae.cn/news/index_cj.asp" > Sales < /a >, and more precisely, 57% of the sales process has disappeared. < /p >
< p > if you don't contact sales, what can buyers do? They decide and choose suppliers by browsing the company's website, rather than waiting for sales to come to the door. They are more like our peers in social media, understanding their needs, potential solutions and providers. They can read, listen and observe free digital content by clicking on the mouse. Salesmen are no longer the sole source and guardian of information. < /p >
< p > the research report suggests paying attention in three aspects: (1) improving marketing communication; (2) developing and applying content strategy; (3) strengthening multi-channel analysis. The proposals themselves have not made any new breakthroughs. The study provides a good example for companies to take strategies for every point. I also found some other revelations from this study. < /p >
< p > 1. is not all bad news. For those products and services with low price, < a href= "//m.pmae.cn/news/index_s.asp" > profit margins < /a >, customer self-help sales can help reduce sales costs and enhance sales ability. In fact, in some specific situations, organizations may wish to encourage and stimulate such behavior. The research also shows that some customers are accustomed to self completing 70% of the sales process. < /p >
< p > 2. change buying behavior. My former manager often said that technology changes fastest, followed by consumer behavior, and slowest is organizational behavior. The 57% figure in this study is the best example. In fact, according to the difference between customers, transactions and industries, this figure may be very different. The key is that change is normal; and the question is, how much of your sales and marketing efforts are ahead or behind? Do you follow the rhythm? The second question is, how do you know? < /p >
< p > 3. redistribution of content - the study points out that the sales team is still the most effective and important communication channel. When developing content strategies, ensure that sales teams master the best and most valuable content, rather than expose them to the public domain. < /p >
< p > 4. pay attention to social media. Nowadays, news is very well-informed. Sales representatives must quickly understand buyer's understanding and feeling of organization, product / service and competitors. Social media can help them better understand the motives of buyer behavior, what the buyer believes is true, or more importantly, who they believe. < /p >
< p > with the knowledgeable buyers wishing to have more in-depth sales process, sales must complete the transformation from "product salesmen" who follow the process to the "product providers" who are willing to see the fire and provide additional value for the buyer's business. < /p >