The emergence of a new B2B sales funnel should come as no surprise to anyone. Especially to those who read our article about the new profile of B2B buyers here on the blog.
But the reality is that many companies still don't understand that the current market movement demands a truly customer-centric operation.
That’s why we’ve prepared this article. Here you’ll find some of the main changes in the B2B sector and what your company needs to do to adapt and ensure good business. So keep reading and get ready!
Changes in the current B2B landscape
We’re all familiar with funnels: marketing funnels, sales funnels, conversion funnels. We know these frameworks can be useful in guiding your strategies. But there’s an inherent disconnect at play: they tend to commoditize customers. After all, these models are solely focused on the bottom line – revenue.
Additionally, the funnel is designed to move leads through the usa mobile database stages of awareness , consideration, and purchase. For many organizations, that’s where the work kind of ends.
A decision that can cost these companies a lot of money. Especially in the current scenario, which is controlled by buyers. Therefore, retention and defense are highly strategic.
Therefore, there needs to be alignment between all other business units. This ensures that efforts remain focused on the customer. This way, trust can be built in every interaction – including (and especially) after the purchase. This is the blueprint for the new B2B sales funnel.
Understand the new B2B sales funnel
This new B2B sales funnel is a reconfiguration of the buying cycle, with a change in direction and objective. The focus is now not only on generating sales, but also on generating trust (which leads to the same result).
So the new B2B sales funnel is essentially about optimizing each of the first three stages, and then supporting the last two. That way, your company can inspire loyalty and cultivate long-term relationships.