eCommerce surged astronomically throughout the epidemic. According to the Census Bureau, internet sales increased by more than 40%. But not just B2C sales underwent transformation. B2B buyers’ shopping experiences have altered as well.
Although B2B buyers had already begun to change their habit to shop online, the worldwide pandemic sharply sped up the process. By 2025, eight out of every ten B2B client contacts, according to Gartner, will take place online. Already, many industries have changed.
“B2B buying behaviors have been shifting toward a buyer-centric digital model, a change that has been accelerated by the COVID-19 pandemic.” – Gartner Research
Sales teams now do more virtual transactions. Sales teams needed to employ more virtual tools and methods to close deals as B2B buyers turned to internet resources. To manage their transaction pipeline, today’s most successful sales teams have used upgraded customer relationship management (CRM) technologies.
It is crucial to adapt sales strategies to take into account current B2B buyer behavior. According to 86% of the sales managers polled, adapting to change is more crucial than ever.
In this post, we’ll talk about the top sales trends that B2B buyers are following and how to adapt your sales tactics to clinch more transactions and beat your rivals.
Selling to businesses is not a quick fix. The closing of B2B deals often takes four months or more. More than 30% of new client deals last 10 months or more. In order to succeed, you must develop a sound sales and marketing strategy and follow it.
This does not preclude you from changing and updating your plans as necessary. Most businesses create annual sales strategies, evaluate them periodically, and then make any necessary substantial revisions. Additionally, sales managers often examine each month’s performance and scan the horizon for trends that point to the need for a change in light of predictions and objectives.
Even the finest sales tactics might fail because of circumstances beyond your control. Over the past few years, we have all witnessed it. Businesses have had to adjust as a result of the epidemic, inflation, economic unpredictability, and supply chain issues. Additionally, you have no influence over what your rivals do.
The sales strategy must be an active, dynamic document that changes as new issues arise.