The key is to identify the moments that are important for consumers and act with an appropriate inbound marketing strategy . Buyers, and especially professional buyers, do a lot of research. A study by Accenture reveals that 94% use digital sources to obtain content that accompanies them throughout the buyer journey, from the initial phase to the purchase phase, without forgetting the post-sale phase.
Consumers no longer have to contact democratic republic of the congo email list salespeople to obtain basic information about a company, a sector and its products or services. It is very easy to find references from other users, prices, technical information and comparisons between competitors. And increasingly, B2B buyers need more and better sources: studies, videos, comparison tables, attribution models…
Chart. 2016 B2B Buyer's Survey Report, by Demand Gen.
According to LinkedIn, 90% of buyers do not respond to any unsolicited sales contact . This is the end of cold calling, carried out by a random salesperson. On the contrary, it is a great opportunity to boost sales through inbound marketing, which has a much higher success rate.
There are a number of challenges that professional buyers face and that fit perfectly into a digital marketing strategy for B2B sales:
