While the move to online sales brings positive aspects for many B2B companies
Posted: Thu Dec 26, 2024 8:36 am
Background 1: We are now in an age where purchasers can gather information themselves.
inbound-illust01
Today, many companies that make purchasing decisions, i.e. potential customers for B2B companies, are increasingly tending to carefully gather information when purchasing a service.
With the spread of the Internet, data shows that 89% of users research and consider products on websites before making a purchase, and 57% of the consideration process is completed by the customer before meeting with a sales representative.
Unlike in the past, the spread of the Internet has made iceland mobile phone numbers database it easier to gather information. More and more people are checking detailed information and reviews of products and services they are considering purchasing in advance.
Background 2: Online shift in sales
inbound-illust02
The spread of COVID-19, which began in the first half of 2020, has made it difficult for many companies to conduct face-to-face sales activities. Many companies have shifted from the traditional sales-based approach of visiting customers to online sales activities.
, such as eliminating the constraints of time and place, it also has disadvantages, such as an increase in work-from-home among potential customers who are the target of sales activities, higher hurdles to closing deals, and a slight decrease in negotiating and persuasive power due to the cost of introducing online tools and the lack of face-to-face contact.
As a result, sales representatives at B2B companies are finding it difficult to achieve results using their previous sales styles, and it has become increasingly important for them to consider online sales channels.
Background 3: It has become easier to compare and switch services and business partners
Today, the information society has progressed, all markets have matured, and the standardization of services has progressed. The poor quality products of the past have disappeared, and the gap between companies in terms of price and quality has narrowed.
inbound-illust01
Today, many companies that make purchasing decisions, i.e. potential customers for B2B companies, are increasingly tending to carefully gather information when purchasing a service.
With the spread of the Internet, data shows that 89% of users research and consider products on websites before making a purchase, and 57% of the consideration process is completed by the customer before meeting with a sales representative.
Unlike in the past, the spread of the Internet has made iceland mobile phone numbers database it easier to gather information. More and more people are checking detailed information and reviews of products and services they are considering purchasing in advance.
Background 2: Online shift in sales
inbound-illust02
The spread of COVID-19, which began in the first half of 2020, has made it difficult for many companies to conduct face-to-face sales activities. Many companies have shifted from the traditional sales-based approach of visiting customers to online sales activities.
, such as eliminating the constraints of time and place, it also has disadvantages, such as an increase in work-from-home among potential customers who are the target of sales activities, higher hurdles to closing deals, and a slight decrease in negotiating and persuasive power due to the cost of introducing online tools and the lack of face-to-face contact.
As a result, sales representatives at B2B companies are finding it difficult to achieve results using their previous sales styles, and it has become increasingly important for them to consider online sales channels.
Background 3: It has become easier to compare and switch services and business partners
Today, the information society has progressed, all markets have matured, and the standardization of services has progressed. The poor quality products of the past have disappeared, and the gap between companies in terms of price and quality has narrowed.