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New B2B purchase view and its implication for sale

The B2B buying process has changed, has its sales strategy?

Click on the "Begin download" button is the Gartner Terms of Use and Privacy Policy.

navigate with the evolution of the B2B shopping trip

Your sales residues have around 5% of the customer's customers during their B2B buying trip. lack of time with buyers coupled with fast-shifting purchase dynamics recorded by digital buying behavior to implement the strategic focus of sales organizations.

Download the Gartner Guide for CSOS to learn how:

  • navigate the evolution of the B2B buying trip over the next five years
  • Position Your unique value add-up to guide customers to decision makers while minimizing uncertainty
  • accelerate about the basic analyzes towards AI-Powered Insights

Sellers have little opportunity to influence customer decisions

The finished availability of quality information about digital channels has facilitated the buyers to collect information independently, ie sellers have less access and fewer opportunities to influence customer decisions.

In fact, Gartner Research Research finds that if B2B buyers consider a purchase, only spend 17% of this time with potential suppliers. When buyers compare multiple providers who only 5% or 6% at each date issued each sales return.

Distinguished VP, Advisory, Gartner

the customer's customers is heavy

The typical acquisition group for a complex B2B solution includes six to 10 decision-makers, each with four or five information that they have to be collected independently and be discusted with the group. At the same time, the set of options and solutions that are considered can be considered as new technologies, products, suppliers and services.

This momentum makes it increasingly difficult for customers to make purchases. In fact, more than three quarters of customers interviewed, who asked Gartner, described their purchase as very complex or difficult.

B2B buyers fill out a number of jobs to create a purchase

To understand how to best help the customer to make a complex purchase.

  • problem identification. "We have to do something."
  • Solution Research. "What is out there to solve our problem?"
  • requirements grown. "What exactly do we need buying to do?"
  • Supplier selection. "does what we want to do?"
  • validation. "We think we know the right answer, but we have to be sure."
  • consensus. "We all have to get on board."

The buying trip is not linear

B2B purchase does not play in any way of predictable, linear order. Instead, the customers are involved what you could call on a typical B2B purchase "looping", each of the six buying jobs will be displayed again at least once.

The purchase of jobs does not happen sequential, but more or less at the same time.

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