50%
of Millennials account for half the world’s workforce.
The secret to an unbeatable sales strategy? It leads you to success by answering two essential questions:
How do we reach our target customers in the most effective and efficient manner? And what is the best way to turn contacts into real customers?
The following statement is probably nothing new to you: analysing your target market and defining your target customers is the key to successfully marketing your solution. However, let’s take a closer look at the current market conditions for B2B sales.
of Millennials account for half the world’s workforce.
of B2B customers prefer to conduct research independently.
of the B2B buying process happens before the first sales contact.
When you come into contact with a company during the sales process, you will increasingly be dealing with Digital Natives. This refers to Millennial employees and graduates of Generation Z who are about to move up in the job market. The absolute standard for these decision-makers of tomorrow? Digital processes.
This means that your sales strategy should be as digital as your target customers expect. You should also bid farewell to traditional marketing and sales tactics such as cold calling, trade fairs and printed brochures. Your B2B customers are accustomed to gathering information of their own accord. In other words, they independently conduct most of their research on suitable products via the internet.
The choice of your sales and marketing channels should reflect these realities. The digitalisation of traditional marketing and sales channels is at the forefront of a sustainable sales strategy. It also helps you identify new digital channels which you can use to easily reach your customers.
Having an excellent sales strategy ensures that your customers find you themselves (inbound marketing). Traditional sales strategies and the intense advertising of products (outbound marketing) are increasingly being perceived as unpleasant and intrusive.
Instead, the focus is on the needs of the customers: What problems do they need to solve and how can you help them? A successful sales strategy is based on a personalised buyer experience, where you support your customers every step of the way.
This approach to the sales process enables you to gradually convert existing customer contacts and new prospects (leads) into business partners. By using the appropriate channels, you generate new leads in a scalable and efficient manner, which you can then effectively turn into sales.
Make an appointment for a non-binding consultation via video call with Raul, our expert for digital sales strategies.
