The B2B Decision Maker is more autonomous and connected
Posted: Sun Jan 05, 2025 10:21 am
Let's be clear: the behavior and expectations of the B2B decision-maker have profoundly changed with the Internet and social networks.
The decision-maker enjoys thinking about his purchase alone and at his own pace by surfing the web. He has all the information he needs at his fingertips and can access it whenever he wants.
Prospecting well in B2B - review your methods
This development is seen by some salespeople – if not the majority – as a threat in B2B. Thus, 38% of salespeople say that it is increasingly difficult to get a response from a prospect.
Yeah.
I clearly disagree. So yes, if you continue to prospect the old way, there is a good mexico email list chance that it will no longer work as well. The way the decision-maker buys in B2B has changed, you need to completely rethink your way of selling.
New call-to-action
The Decision Maker No Longer Wants You to Prospect? Adapt
B2B lead generation stats
90% of B2B decision-makers admit to never answering a sales prospecting call. In addition to that, 61% of them start their purchasing process on a search engine.
All of this requires you to review your way of prospecting: you must review your way of identifying and generating prospects, you must review your way of approaching them.
Prospecting well in B2B is no longer about selling. It's about helping!
Does your prospect want to take the time to think about purchasing on their own? Allow them to do so.
Your prospect doesn't want to talk to you before having fully understood his problem and having an initial idea of the solution he needs? Wait for the right moment to call him.
Prospecting well in B2B means meeting the expectations of your prospects. Now how to do it?
How to prospect well in B2B? By collaborating with Marketing!
The evolution of expectations and purchasing behavior of the B2B decision-maker requires you to collaborate with Marketing.
Since the decision-maker does most of his thinking alone, on the internet, you must put in place a lead generation strategy that will allow you to attract his attention and collect his contact details.
To enable you to prospect effectively in B2B, Marketing can do 2 things here:
First, create quality web content to make your website the Wikipedia of your field of activity.
Then offer premium content offers to download to collect the contact details of your website visitors and validate that they are indeed qualified prospects.
It is obvious that all of this content must be of quality, objective and created solely for the purpose of helping your decision-maker solve their problem.
Marketing can go even further by implementing an effective B2B Inbound Marketing strategy and using Marketing Automation software like Hubspot : it can nourish the thinking of the leads generated by sending them high-value content by email.
From then on, Marketing will only send you qualified and mature leads.
Because that’s what it’s all about: it’s not that your prospects don’t want to respond to you. It’s that they expect you to help them, not sell them your usual spiel.
The decision-maker enjoys thinking about his purchase alone and at his own pace by surfing the web. He has all the information he needs at his fingertips and can access it whenever he wants.
Prospecting well in B2B - review your methods
This development is seen by some salespeople – if not the majority – as a threat in B2B. Thus, 38% of salespeople say that it is increasingly difficult to get a response from a prospect.
Yeah.
I clearly disagree. So yes, if you continue to prospect the old way, there is a good mexico email list chance that it will no longer work as well. The way the decision-maker buys in B2B has changed, you need to completely rethink your way of selling.
New call-to-action
The Decision Maker No Longer Wants You to Prospect? Adapt
B2B lead generation stats
90% of B2B decision-makers admit to never answering a sales prospecting call. In addition to that, 61% of them start their purchasing process on a search engine.
All of this requires you to review your way of prospecting: you must review your way of identifying and generating prospects, you must review your way of approaching them.
Prospecting well in B2B is no longer about selling. It's about helping!
Does your prospect want to take the time to think about purchasing on their own? Allow them to do so.
Your prospect doesn't want to talk to you before having fully understood his problem and having an initial idea of the solution he needs? Wait for the right moment to call him.
Prospecting well in B2B means meeting the expectations of your prospects. Now how to do it?
How to prospect well in B2B? By collaborating with Marketing!
The evolution of expectations and purchasing behavior of the B2B decision-maker requires you to collaborate with Marketing.
Since the decision-maker does most of his thinking alone, on the internet, you must put in place a lead generation strategy that will allow you to attract his attention and collect his contact details.
To enable you to prospect effectively in B2B, Marketing can do 2 things here:
First, create quality web content to make your website the Wikipedia of your field of activity.
Then offer premium content offers to download to collect the contact details of your website visitors and validate that they are indeed qualified prospects.
It is obvious that all of this content must be of quality, objective and created solely for the purpose of helping your decision-maker solve their problem.
Marketing can go even further by implementing an effective B2B Inbound Marketing strategy and using Marketing Automation software like Hubspot : it can nourish the thinking of the leads generated by sending them high-value content by email.
From then on, Marketing will only send you qualified and mature leads.
Because that’s what it’s all about: it’s not that your prospects don’t want to respond to you. It’s that they expect you to help them, not sell them your usual spiel.