But what needs to be considered when digitally transforming a company? What is the best way to reach buyers? And what is meant by a pull strategy versus a push strategy? The white paper " When customers buy differently - digital B2B sales for managers " uses four theses to show how B2B sales are changing as a result of digitalization - and how companies can use the opportunities of digital change for themselves.
Thesis 1: Pull is more greece whatsapp data successful than push
In business administration, a distinction is made between push and pull methods when stimulating sales. Push strategies push a product onto the market through advertising, discounts and other measures. With the pull approach, the impulse comes from the customer who asks for the product in stores. As purchasing behavior is changing due to the Internet, push methods are working less and less well. What is needed are no longer aggressive salespeople, but consultants and facilitators who respond to the needs of the customers - and thus improve the company's image in the long term.
According to a study by Google and Roland Berger, 57 percent of the buying process is already completed before B2B buyers contact sales representatives. 90 percent of B2B buyers search for keywords on the Internet and 70 percent watch videos to find out more before making a purchase. That's why it's important that marketing and sales work closely together to reach potential customers early on. Search engines, discussion forums, blogs, explanatory videos and social media can be ways to reach interested parties. The data that marketing collects also provides sales representatives with important information on how best to approach potential customers.