In the face of increased competition for attention on digital channels, companies in the B2B sector can struggle to reach the right decision makers on the right channels to increase their sales funnel. The ability to connect with these decision makers about an important issue, goal or challenge to their business can have a dramatic impact on the success of most any enterprise technology organization.
In the previous article What Do B2B Buyers Expect from Their Suppliers, we have explained the change that happened, and is still happening to B2B buyers, and how B2C approach influences them. Now, we want to focus on the behavior of modern B2B buyers, and their experience, which impacts the way their suppliers approach the process of B2B selling.
Business Intelligence upgraded into Predictive Analytics gives us high quality inputs, just in time when we need them, so we can make fast, yet smart decisions about improving the experience of our B2B buyers. It answers some key questions raised by every company in B2B business:
- What kind of buying experience the modern B2B buyers expect from their suppliers?
- Why is it necessary to optimize your B2B portal for all devices, especially mobile?
Here are the essentials every online marketer should understand...
Changes have happened in the way B2B buyers look at the process of purchasing goods from their suppliers. And most of these changes are not easy to see, even though some of them are not small, until you dig deeper into the behavior and expectations of modern B2B buyers. But, in order to explain these changes, let's ask ourselves one important question. What is B2B, and B2C, and how they differ?
It is well known that in today’s overcrowded global market, the biggest challenge is to sell your product or service. Many people are capable of producing fine products, but not all of them are good at selling them successfully. And that is the key to a successful business. The evolution of sales started centuries ago, but real diversification of sales channels exploded during the 20th century. From traditional retail sales, over direct sales, B2C and B2B sales, telesales, marketers have been struggling to find the best way to acquire customers for their products or services. Internet brought new opportunities and dramatic changes for the world of sales. That’s how we got eCommerce. But what is the next step that perfectly follows and undergoes the habits of modern humans from 21st century? Yes, you’re right. It is Mobile Commerce, which in fact is, Online Commerce optimized for mobile devices.
We at CERAiT Inc. focus on assisting businesses in being more effective, innovative and profitable through the power of advanced, business intelligence based software and media solutions. Our approach is driven by delivering significant business benefits in shortest possible time frame as we build long term partnerships with our clients.