Buying and selling between enterprises are undergoing change. Some trends in the economic downturn has been created before, and the economic recession will accelerate the development of these trends, which profoundly changed the business to business (B2B) sales environment. In order to study changes in B2B selling environment, we find our direct customers, a global leader in all walks of sales executives interviewed, these executives are responsible for the sales amount total of more than 1,500 billion, while we interviews with buyers of these enterprises.
our customers find the three major trends, the next three to five years, B2B sales companies need to pay enough attention to these trends. As customers and suppliers are looking for maximum return and tried to reduce costs, these three trends will soon dominate the B2B world changing.
First of all, customers become increasingly demanding, insisting to provide ready-made products and customized solutions more complex, but also require different levels of sales support. In desperation, used to sell products, sold the company had trouble trying to prove that they can bring real value. Second, the services for large customers and its constant search for well-managed enterprises to lower costs to increase customer satisfaction and access to sales growth. Finally, large and small enterprises have to follow Amazon.com, business to consumer (B2C) retail approach, through the full use of customer data to predict customer behavior, increase sales and deepen customer relationships.
Customers want cake and eat it more diverse customer needs, and often changing every day, which gives sales of enterprise resources and ability to bring a huge challenge. Most companies rely on Internet sales and telemarketing sales channels such as low-cost to serve smaller customers, relying on high-cost channels such as face to face sales of services to key customers. However, due to 客户 increasingly want a simple, rapid and low-cost way to trade, on the other hand they want an experienced team (usually the global team) design of highly complex solutions. The result is not very good due to meet these changing needs, B2B companies exist because of over-investment and insufficient delivery of the case can not meet customer needs.
Therefore, B2B companies should do a good job selling three areas of work. First, they need to develop a flexible multi-channel model to cost-effective way to successfully deal with every type of transaction. For example, a large transport and logistics providers are investing heavily to create the online trading system to lower the cost of sales for the simple service to provide more agile response, while allowing account managers more time to focus on dealing with the sale of high value .
Second, the high-value transactions, the increasing complexity of the contract, usually including a total of risk classification protocols and service agreements, because the customer supplier value. For example, an offshore oil and gas equipment company recently abandoned the standard daily billing structure, turn-based production, running time and the market index structure. The billing department not only brought back the pressure, but also requires that the sales staff develop new skills, find new trading model, while maximizing the interests of the company, the risks to a minimum.
Finally, by the same sales staff to provide all products to all buyers time has gone. As industry consolidation, product proliferation and the buyer complicated types, sales staff need to sell more and more products and solutions. Customers continue to require suppliers to make full use of each sale of their expertise. Therefore, B2B companies must decide, is to create multiple sales force to sell different products or different levels of sales professionals to increase to as first-line colleagues to help. As a purchasing manager, said: Back and forth without having to travel
before the recession early, companies in many industries have begun to establish new channels to reduce the cost of the services of small customers. However, for the management of large clients, remote interaction is still not common, no doubt to ask these customers are always However, the recession of the cost pressures forced many B2B suppliers to re-evaluate this position, the result is unexpected.
customers increasingly are no longer conflict by phone or web conferencing and video conferencing to obtain the information needed by sales staff. Although the customer does not change the procurement standards, but they are willing and able to begin using a variety of types of interaction to make a purchase decision. Cure for stiff sales model, sales of the lack of flexibility in the role of supplier, this behavior change is not a small challenge, but also are forcing suppliers to continue to meet the new requirements.
Group, Cisco Systems network devices in order to experience, for example, in addition to helping health care, higher education, manufacturing and other industries to deploy virtual interactive solutions, the company also uses a This change makes the cost of travel experts worldwide sales decreased by 50%, saving millions of dollars each year. It also enables sales representatives and customer contact time average of 40%, improve the efficiency of sales representatives, sales representatives and to work and family life to achieve a better balance between. In addition, customers now feel that they can more easily be sold experts. Finally, sales representatives can spend more time face to face sales of high-value activities, for example, the complex interaction of existing customers, and efforts to find new customers.
Full use of the data use of detailed customer data and predictive analysis of data such as Amazon.com is no longer the exclusive domain of B2C seller. B2B sales team said that through rapid adoption of these methods to improve the quality and quantity of sales opportunities and increased sales opportunities into actual sales ratio. Whether in the service market for small customers or large customers in the service market, the predictive analysis of data are commonly used data types. The former case, you can use the large data sets to help build the prediction model; the latter case, the enterprise can view statistical data on changes in individual customer purchases, to discover opportunities.
analysis of data in favor of these sales and marketing team to create more strategic and operational roles. They also forced the front-line sales staff and managers must become more proficient in use of data, rather than relying solely on intuition as in the past to make decisions in the sales team. Suppliers must now re-training of employees, adjusted for various processes, and a new allocation of time.
example, a B2B wholesaler of statistical data reviewed by each product category-leading customer purchases. Then, the predicted levels and in all product categories overall levels of The model can help wholesalers in the actual purchase behavior of customers does not meet the projections to take reasonable measures. By using the available data, the company established an early warning system, warning possible decline in business conditions. In addition, the company has also established a powerful tool for sales opportunities, a strong impetus to increase revenue growth by 12 percentage points.
These trends not only a challenge to the sales team, as the financial sector must consider these trends impact on infrastructure, marketing experts must also manage the analysis process and the creative process, and product development team must be adjusted to meet the growing changing customer needs. However, as the economy improves, companies are no longer just concerned about how to survive, and then turn to find which areas should be put in the time and energy to lay the foundation for long-term success.
our customers find the three major trends, the next three to five years, B2B sales companies need to pay enough attention to these trends. As customers and suppliers are looking for maximum return and tried to reduce costs, these three trends will soon dominate the B2B world changing.
First of all, customers become increasingly demanding, insisting to provide ready-made products and customized solutions more complex, but also require different levels of sales support. In desperation, used to sell products, sold the company had trouble trying to prove that they can bring real value. Second, the services for large customers and its constant search for well-managed enterprises to lower costs to increase customer satisfaction and access to sales growth. Finally, large and small enterprises have to follow Amazon.com, business to consumer (B2C) retail approach, through the full use of customer data to predict customer behavior, increase sales and deepen customer relationships.
Customers want cake and eat it more diverse customer needs, and often changing every day, which gives sales of enterprise resources and ability to bring a huge challenge. Most companies rely on Internet sales and telemarketing sales channels such as low-cost to serve smaller customers, relying on high-cost channels such as face to face sales of services to key customers. However, due to 客户 increasingly want a simple, rapid and low-cost way to trade, on the other hand they want an experienced team (usually the global team) design of highly complex solutions. The result is not very good due to meet these changing needs, B2B companies exist because of over-investment and insufficient delivery of the case can not meet customer needs.
Therefore, B2B companies should do a good job selling three areas of work. First, they need to develop a flexible multi-channel model to cost-effective way to successfully deal with every type of transaction. For example, a large transport and logistics providers are investing heavily to create the online trading system to lower the cost of sales for the simple service to provide more agile response, while allowing account managers more time to focus on dealing with the sale of high value .
Second, the high-value transactions, the increasing complexity of the contract, usually including a total of risk classification protocols and service agreements, because the customer supplier value. For example, an offshore oil and gas equipment company recently abandoned the standard daily billing structure, turn-based production, running time and the market index structure. The billing department not only brought back the pressure, but also requires that the sales staff develop new skills, find new trading model, while maximizing the interests of the company, the risks to a minimum.
Finally, by the same sales staff to provide all products to all buyers time has gone. As industry consolidation, product proliferation and the buyer complicated types, sales staff need to sell more and more products and solutions. Customers continue to require suppliers to make full use of each sale of their expertise. Therefore, B2B companies must decide, is to create multiple sales force to sell different products or different levels of sales professionals to increase to as first-line colleagues to help. As a purchasing manager, said: Back and forth without having to travel
before the recession early, companies in many industries have begun to establish new channels to reduce the cost of the services of small customers. However, for the management of large clients, remote interaction is still not common, no doubt to ask these customers are always However, the recession of the cost pressures forced many B2B suppliers to re-evaluate this position, the result is unexpected.
customers increasingly are no longer conflict by phone or web conferencing and video conferencing to obtain the information needed by sales staff. Although the customer does not change the procurement standards, but they are willing and able to begin using a variety of types of interaction to make a purchase decision. Cure for stiff sales model, sales of the lack of flexibility in the role of supplier, this behavior change is not a small challenge, but also are forcing suppliers to continue to meet the new requirements.
Group, Cisco Systems network devices in order to experience, for example, in addition to helping health care, higher education, manufacturing and other industries to deploy virtual interactive solutions, the company also uses a This change makes the cost of travel experts worldwide sales decreased by 50%, saving millions of dollars each year. It also enables sales representatives and customer contact time average of 40%, improve the efficiency of sales representatives, sales representatives and to work and family life to achieve a better balance between. In addition, customers now feel that they can more easily be sold experts. Finally, sales representatives can spend more time face to face sales of high-value activities, for example, the complex interaction of existing customers, and efforts to find new customers.
Full use of the data use of detailed customer data and predictive analysis of data such as Amazon.com is no longer the exclusive domain of B2C seller. B2B sales team said that through rapid adoption of these methods to improve the quality and quantity of sales opportunities and increased sales opportunities into actual sales ratio. Whether in the service market for small customers or large customers in the service market, the predictive analysis of data are commonly used data types. The former case, you can use the large data sets to help build the prediction model; the latter case, the enterprise can view statistical data on changes in individual customer purchases, to discover opportunities.
analysis of data in favor of these sales and marketing team to create more strategic and operational roles. They also forced the front-line sales staff and managers must become more proficient in use of data, rather than relying solely on intuition as in the past to make decisions in the sales team. Suppliers must now re-training of employees, adjusted for various processes, and a new allocation of time.
example, a B2B wholesaler of statistical data reviewed by each product category-leading customer purchases. Then, the predicted levels and in all product categories overall levels of The model can help wholesalers in the actual purchase behavior of customers does not meet the projections to take reasonable measures. By using the available data, the company established an early warning system, warning possible decline in business conditions. In addition, the company has also established a powerful tool for sales opportunities, a strong impetus to increase revenue growth by 12 percentage points.
These trends not only a challenge to the sales team, as the financial sector must consider these trends impact on infrastructure, marketing experts must also manage the analysis process and the creative process, and product development team must be adjusted to meet the growing changing customer needs. However, as the economy improves, companies are no longer just concerned about how to survive, and then turn to find which areas should be put in the time and energy to lay the foundation for long-term success.
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