The way we conduct B2B sales has changed mostly because we need to conduct business in a way that has lower financial risks, and is more transparent and trackable. What modern, digital B2B sales has given us is the ability to track and analyse the behaviour that leads to an impression or conversion.
Before, we’d try cold calling or direct mail. Then you’d try a hail mary like a billboard or ad. And if it didn’t work you could gather data with a survey and pray people answered honestly. Now we can be so much more strategic about our audience. Through social and email you know exactly who you’re talking to and what interests them. And if they not responding, we have behavioural data to examine what engages them to continuously improve our message and our sales strategy.
All of this adds up to huge possibilities for businesses to improve their lead generation and sales funnel using digital tools. The infographic below outlines some statistics that are enough evidence to suggest that B2B sales are changing and you need to keep up.