The professional services buying process is constantly changing. Savvy B2B sellers continue to grow by matching their business development efforts to buyer preferences. The infographic below illustrate 5 statistics that every business should keep in mind as they evolve their sales and marketing processes to grow.
In short, here are three B2B buying trends to keep in mind as you structure your business development strategies.
- The majority of sales opportunities end in no decision. B2B sellers need to do a better job at qualifying sales opportunities and to conserve limited sales resources for serious buyers. If you're going to play the game, you need to know the rules upfront
- Buyers are much more informed when they finally interact with sales professionals. Due to the overwhelming amount of information available on the internet, buyers are narrowing down purchase options before they talk to sales professionals. B2B sellers need to create relevant marketing content so that buyers find them when they are narrowing down purchase options When buyers do engage with you, keep in mind that they're not starting at zero when they talk to you.
- B2B buyers are discriminating consumers of content. Busy B2B buyers are looking for trustworthy, short-form content when they're researching purchase options. Cut the sales fluff and create short-form visual content like videos and infographics.
Here's the data to inform your B2B business development process.