As G2’s Director of SMB, Mike Buscemi, says, “Today’s software buyers act like B2C consumers because they have so many options. There are hundreds of thousands of vendors and over 115,000 on G2. Users have plenty of alternatives to choose from.”
Which ultimately means the seller’s journey will have to change, too
In this article, Buscemi outlines how the software buyer’s journey has changed, based on new data from G2’s 2022 Consumer Behavior Report, and explains gambling data singapore how your sales strategy should pivot in 2023 to meet new buyer expectations. Let’s dive in.
How to Change Your Sales Strategy to Match the Buyer’s Journey in 2023
►1.You need to build more trust with all parties involved in the sale
In 2022, many buyers did not trust sales. As a result, their purchasing preference shifted to a self-service approach.
In fact, 60% of buyers claim that the sales department marketing vs. advertising: the difference explained is not involved in the research phase , and 68% claim that they only do so in the last stage of the buying process .
Many sales reps believe this breakdown of trust between sales and prospects has accelerated over time. But as Buscemi notes, “I don’t think trust has changed, primarily because trust has always been needed with the prospect or customer to build a relationship based on mutual respect. However, I do think the availability of information has sharpened the minds of both buyers and sellers.”
Buscemi adds, “There are tons of studies that say a buyer is 60-70% of the way through the buying cycle before they reach a rep, and that research is 10 years old. Today, I’d say people are even further down the funnel and know exactly what they want to buy before a rep comes into the picture.”
Fortunately, Buscemi offers some solutions to ensure your sales team can build and maintain trust throughout the buyer’s journey in 2023.
Act as a consultant for your buyers
You’ll want to start each call with the 4-5 things your whatsapp filter product can solve in direct response to your prospects’ biggest challenges, which requires making some assumptions and having a deeper understanding of their industry.
Share customer stories with your prospects
It’s critical to share stories that directly relate to your prospect’s needs throughout the sales cycle. For example, if your prospect cares most about ease of use, share a customer story related to usability. On the other hand, if your prospect is concerned about the implementation process, share a customer case study that provides insight into that instance.
Speak your potential client’s language
If your potential client works in marketing, you may want to take marketing courses so you can talk to them about what they do in their job. This will help build trust and demonstrate expertise.
