The B2B selling space is increasingly complex sales process, and changing buyer expectations present new challenges for B2B sales teams. In order to remain competitive and hit revenue goals, it is imperative that sales teams understands the shifting landscape, the factors that influence buyer behavior, and steps they can take to more effectively sell to the 21st-century B2B buyer. Let's start with the five factors that influence the B2B buyer behavior.
- The Availability of Information
- Skeptical Prospects
- Hyper-Connected, Socially-Influenced Customers
- Buyer Confidence and Risk Cognizance
- New Decision-Making Process
To see continued success, sales reps must adapt to better serve the needs of the modern buyer by understanding buyer personas, adding value to the conversation, and engaging buyers early on in the purchase process with relevant content. Learn more about these five factors at the Salesforce blog