B2B sales is changing, you’ve heard it before. While the majority of B2B companies embrace digital to increase internal efficiencies and reduce cost, most of them are lagging behind where digitization truly makes a difference: sales and customers experience. McKinsey found that businesses that use digital technologies in these areas generate 3-5% more revenue and are 15% more profitable. We highlight 3 core initiatives to digitize and improve your B2B sales experience.
B2B buyers are traditionally treated as strictly rational, fact-based beings. However, digital technologies have introduced a new breed of B2B buyers who are bringing emotional motives into their purchase decisions. Research shows that today 2/3 of B2B buying decisions consists of emotional motives. Learn how to influence the decision-making of the new breed of B2B buyers by gearing your communication strategy towards both emotional and rational aspects.
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