- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
There’s no doubt, B2B Buyer behavior is changing, making it more complex for vendors and adding pressure for the buyer. Let’s look at the recent research study (Sales Enablement Report 2019) reveals on changing buyer behavior for the last 12-18 months.
How do you think your buyers have changed in the last 12-18 months?
1. 51% of respondents said buyers conduct more research prior to engaging sales.
2. 50% of respondents think that buyers require more business justification when making decisions.
3. 46% of respondents believe buyers have an increased expectation of value-added insight.
4. 43% of respondents think buyers look to peers for recommendations about vendors.
5. 28% of respondents say buyers are more impatient and expect immediate response.
6. 28% of respondents think buyers making decisions in consensus.
Are vendors prepared for this change?
In order to adapt and excel in this new environment, vendors need to;
A. Adopt proven “sales processes”
B. Hire right “sales talent”
C. Embrace “training & tools”
D. Wok on “competitive differentiation”
E. Align to “customers strategic priorities & initiatives” to engage, acquire and retain.
#Sales #SalesEnablement #Marketing #B2B #Buyers
