The top three B2B sales objectives for 2015 are;
1. Acquire new clients – 80%
2. Grow the value of existing clients – 55%
3. Create deeper client relationships – 46%
Sophisticated clients pervade the market. B2B Sales teams have long felt the pinch of heightened competition and price wars, but the rapid rise of client sophistication brings new complications as teams strive to stay connected in real time.
The top 3 B2B Sales Challenges for 2015 are;
1. Increased market competition – 58%
2. Clients seeking the lowest price possible – 55%
3. Clients’ needs have grown more sophisticated – 47%
As you can see, everyone is feeling the pinch, and the need to recognize how B2B clients buy. B2B selling companies need to know how they can accommodate these buyers, and they see that the buying process is of great importance to know and understand.
Understanding who influences the B2B buying process is of utmost importance in B2B sales.
Interestingly, one of my most popular blog posts this year is Who Makes B2B Buying Decisions – The Five B2B Buyer Influencers.
I delve into the buyer influencers and why each one is important.
However, as you can imagine, there is only so much depth I can cover in a blog article.
Since this article is so popular, and also very important, as confirmed by Salesforce.com’s report, I am going to do a live webinar, and dig much deeper into each of these B2B Buyer Influencers.
This, of course, is a free webinar, and I am going to hold it on Wednesday July 22nd at 1:00 pm EDT.
If you, or anyone on your sales and marketing team wants/needs to learn exactly what criteria influences the decision of the five buyer influencers, and who exactly these influencers are, then you and/or they can REGISTER HERE for the webinar.
I look forward to “meeting” you on the webinar, and answering all of your questions about how B2B buyers select their vendors, and partners.
Ian Dainty’s Email
P.S. – Be sure to “like” and share this article, using the social media buttons on the left, so your friends and colleagues can see and follow the videos and articles posted here.
b2b logo by techflex.