Post by account_disabled on Feb 28, 2024 11:27:42 GMT 5.5
the sales process in B2B The sales process in B2B. Purchasing department: how the sales process takes place. What is the B2B sales process? The B2B sales process refers to sales between companies ( Business To Business) regardless of whether we are talking about products or services. What are the dynamics of the intercompany purchasing process? Who are the players at play and what are the steps that lead a company to search, select and choose the right product to buy? In B2B , commercial approaches depend on numerous variables. A new understanding of the B2B purchasing process is therefore necessary. Sales managers often attribute the lack oIn this regard, at the end of 2020, Gartner published this research . the sales process in B2B A B2B sales process always goes through multiple phases and has "various" paths before reaching the conclusion of the negotiation.
Called “the New B2B purchasing journey and its implications for the sales network” The purchase does not take place in a sequential and linear Norway Phone Number manner, but with often different paths, from different sources and at different times. To better explain this previous scheme, we show you an example of a conversion path taken from a project we follow in the B2B sector. user conversion path Visitor/contact conversion path The graph reads like this: the first line : User who arrived from direct traffic ( i.e. knew the site ), then returned thanks to organic search (i.e. found us in search engines thanks to positioning among the top positions of the search engine ), then probably saved himself the site and accessed it twice more before contacting us. Second line : user who already knew the site (direct traffic), then saw an ad and contacted us ( Paid Search ).
The user who already knows our site can be a lead that comes from the most different ways: Social networks Sales network Traditional campaign (paper, leafleting, etc.) Events/fairs ... from a forwarded newsletter Request a personalized consultation CONTACT US At this point I assume the other three lines become easy to read. Third line: After a paid campaign , the user entered the site multiple times and contacted us. Fourth line: after a paid campaign on Google , the user returned to see the products/services from social networks , then returned to the website again and called us... and so on. Now I'll show you a second graph, again taken from the same project, which is much closer to the Gartner graph proposed above. B2B conversion path B2B conversion path I would like to point out that each contact acquisition path in this second screen is made up of two image lines .
Called “the New B2B purchasing journey and its implications for the sales network” The purchase does not take place in a sequential and linear Norway Phone Number manner, but with often different paths, from different sources and at different times. To better explain this previous scheme, we show you an example of a conversion path taken from a project we follow in the B2B sector. user conversion path Visitor/contact conversion path The graph reads like this: the first line : User who arrived from direct traffic ( i.e. knew the site ), then returned thanks to organic search (i.e. found us in search engines thanks to positioning among the top positions of the search engine ), then probably saved himself the site and accessed it twice more before contacting us. Second line : user who already knew the site (direct traffic), then saw an ad and contacted us ( Paid Search ).
The user who already knows our site can be a lead that comes from the most different ways: Social networks Sales network Traditional campaign (paper, leafleting, etc.) Events/fairs ... from a forwarded newsletter Request a personalized consultation CONTACT US At this point I assume the other three lines become easy to read. Third line: After a paid campaign , the user entered the site multiple times and contacted us. Fourth line: after a paid campaign on Google , the user returned to see the products/services from social networks , then returned to the website again and called us... and so on. Now I'll show you a second graph, again taken from the same project, which is much closer to the Gartner graph proposed above. B2B conversion path B2B conversion path I would like to point out that each contact acquisition path in this second screen is made up of two image lines .