The changing B2B buyers journey

Gone are the days of 1-to-1 selling in B2B sales.  Per the CEB, 5.4 is the average number of stakeholders involved in a purchase decision.  And these stakeholders come from a wide variety of locations, functions and seniority levels.  The CEB continues that the biggest challenge for buying groups is not selecting a supplier, but simple agreeing on a problem and course of action.

The traditional approach to selling and marketing no longer works in today’s buying environment. Deals are becoming increasingly complex, and customers have access to more information earlier in the sale than ever before. Thus, customers are buying in new ways, delaying initial contact with suppliers and requiring greater consensus to move forward.

Winning a sale in a modern organization takes a more nuanced team selling approach.  An approach that leads to a consultative sell.  It is the consultative sell which provides value to the buyer.  Data from Corporate Visions shows that 74% of buyers choose the sales rep that was first to add value and insight. So, keep those connections flowing and provide insights on the ADAZA portfolio of products.