Marketing for complex B2B sales is a subject that is constantly evolving. Every day, companies are developing new technological solutions that solve certain problems for companies, but also create problems that did not exist before. It does not take long for new solutions to solve these newly discovered problems to emerge. It is a cycle of technological innovations.
In parallel this is compounded by an exorbitant
amount of data generated by the use of so how to prevent misinformation about your business much technology, which opens up a range of possibilities through machine learning and business intelligence .
In other words, we are facing a snowball of technological solutions, and marketing to sell all of this is becoming increasingly challenging and specific .
In this articl we will show
you what marketing should be like for complex one button integration B2B companies in such a volatile and innovative world, in which advertising strategies need to adapt at lightning speed before they become obsolete and ineffective.
Selling technology or selling value?
No company likes to buy software or technology Marketing for complex services. Nor are they interested in knowing about the innovation behind it, how long it took to be ready, the millions invested to develop it, the sleepless nights of its creators, the huge support team… What they are interested in is one or more of the following:
Reduce costs;
Improve processes;
Reduce risks;
Increase revenue
And knowing how to convey this message clearly search engine optimization united states america and objectively is essential when planning the marketing and commercial process for these solutions.
The Buyer’s Journey in Marketing for Complex B2B Sales
Until the 1990s, salespeople owned the information. They received the latest news from the factory and passed it on to their customers, just as experienced teachers teach their novice students.
With increasing and easier access to information , this game has changed. The purchasing process began to be carried out almost entirely before contact with the seller. Through research on the Internet, contact with other customers, and analysis of feedback, for example, situations in which the buyer knew more than the seller became common.
However we are going through an
unprecedented revolution. In which technological advances are greater than people’s ability to keep up to date. Both due to the speed of this advance and the diversity with which it occurs. Therefore, it is necessary that. For each sale, there is also an entire process of educating the buyer in relation to the solution offered. Since the lead may not yet be ready to receive an Marketing for complex explanation of the purchase decision.
However there is not enough time
in the agenda of business leaders. Executives and directors to go through this purchasing journey process for all the complex solutions on the market available to their companies.
It is not at all easy to get an appointment with these people. Both because of their day-to-day activities and because they are constantly being bombarded. With commercial proposals of the most varied types.
They need to be hooked in some way so that they invest and dedicate. Their time to understanding a solution and listening carefully to what the seller has to say.