Din B2B-salgsstrategi er ikke tilpasset købers rejse

b2b købsrejse salgstilpasning

Okay ... dette vil svi lidt, især til mine venner i salg:

Sales teams are struggling to engage with customers and meet their targets leading to a loss in sales productivity. The customer is increasingly difficult to reach, leading to sales productivity metrics dropping of a cliff. When sales reps finally speak with their target, they are viewed by the customer as woefully under-prepared, primarily because today’s customer is privy to endless amounts of information and perspective prior to ever engaging with sales. Customers who are under-whelmed aren’t inviting sales reps back to take the process forward, which means the money and effort invested in reaching those customers has been wasted.

Min kampskrig i et årti nu er den samme, at dit salgsteam ikke forbinder med kundeemner, hvor de er, og heller ikke dit marketingmateriale. Hvert år ser det ud til, at Nul sandhedens øjeblik - det punkt, hvor en forbruger eller virksomhed fremstiller deres købsbeslutning - fortsætter med at bevæge sig længere og længere væk fra kontaktpunktet med dit salgsteam.

This is the key to content marketing and social media marketing strategies… to have the research material and your sales personnel closer to that point in the decision cycle. Simply adding more SPIFs (Sales Performance Incentive Fund), incentives, goals, or even technology aren’t enough.

It’s why we’re pleading our clients to continue udvikling af transportabelt indhold som infografik, hvidbøger, casestudier, webinarer, præsentationer såvel som at få deres salgsorganisationer engageret socialt. It’s also why we’re implementing better tools, like IP intelligence, to identify the businesses visiting your site so that you can reach out and connect with them før købsbeslutningen er taget.

MarketBridge udviklet denne infografik for at hjælpe med at visualisere problemet. MarketBridge-løsninger hjælper Marketing og Salg med at øge pipeline-volumen, hastighed, lukke priser og kundeloyalitet.

Salg og B2B-købers rejse

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