New B2B buying behaviors: What sellers need to know.

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According to a recent Forrester study, 62% of B2B buyers say they can now select suppliers, benchmark, and decide to buy online, without ever speaking to a sales representative . This worrying statistic highlights the need for manufacturers to rethink their sales approach and adapt to new market trends. Indeed, B2B purchasing behaviors have evolved considerably in recent years, forcing manufacturers to more accurately understand the changing needs and expectations of their customers. To remain competitive, nothing must be left to chance. It is therefore vital to fine-tune the strategy for approaching B2B customers.

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Index

I. The key stages of the B2B purchasing process
Identify the need
Research and evaluation of different options
The decision to buy
Post-purchase evaluation
II. New trends in B2B purchasing behavior
Pre-purchase research and preparation
The influence of social media and word of mouth
The importance of customer experience
Collective decision making
III. The need for sellers to adapt their sales strategy
The importance of knowing your customers and personalizing your offer
Develop a content strategy
The use of digital marketing techniques
Optimizing the customer experience
I. The key stages of the B2B purchasing process
The digitalization of B2B buying behavior has made traditional sales strategies obsolete. algeria mobile phone number list B2B buyers are increasingly informed, autonomous and demanding , forcing sellers to adapt their approach accordingly. To succeed in this context, it is essential to understand the key stages of the B2B buying process and what buyers expect at each stage.

Identify the need
The B2B buying process begins with the identification of a specific need, which can be triggered by a variety of factors, such as business growth, the launch of a new project, or the resolution of an existing problem. In this phase, B2B buyers try to clarify their needs and determine possible solutions to meet their expectations.

Research and evaluation of different options
Once a need has been identified, B2B buyers begin researching potential solutions by evaluating the various options available on the market. They often turn to search engines, social media, forums, other buyer reviews, comparative studies and blogs to gather information about products and services. According to a study by CEB & Sirius Decision, more than 67% of the B2B buying process takes place online . Therefore, it is in the market’s interest to be present on these channels and provide accurate and useful information to meet buyers’ research needs.