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Upcoming Trends In B2B Sales.

By: Admin In: B2B Last Updated: 2010-06-28


The B2B marketplace is an ever-evolving, dynamic environment, where large amount of transactions take place that run into billions. With growing competition in the Business-to-Business marketplace, the buyers are at an advantage as they can have a multitude of options to choose from. The suppliers on the other hand can negotiate better, rather than being stuck in a bad deal with just one buyer in hand. With competition, one needs to constantly update oneself regarding the latest trends or else it can give an edge to your competitors. Last year, the economy has seen major changes and upheavals leading to a greater need for using different strategies to move forward. Here, we will be discussing some of the upcoming trends that will have a major impact on the B2B Sales.


Content is the king
Saying that E-commerce has brought buyers and sellers closer would be an understatement. It sounds very advantageous to have the global marketplace within your reach but you need to have the perfect interface so that your business can move forward. Clients cannot appreciate the quality of your services or products before buying them and in order to attract them, there should be content that manages to create interest.


Innovative sales skills
Sellers tend to see their side of situation, especially those ones who are looking forward to give innovative offerings without caring about their relevance to the buyers. The buyers in contrast are now searching for the solutions to their problems, what they essentially need to drive their business forward.


Customize, Adapt, Modify - Offer something special.
The buyers are now looking forward for suppliers who can provide them with highly customized products rather than standardized ones. This is also an outcome of the increased competition, where the company that offers customized products to its customers/end-users is more likely to have a bigger share in the market. So, the companies now need to show how they can provide real value-addition rather than just selling their products in the market.


Find what the end-users want
Another trend being seen is that companies at the selling end of a B2B deal are devising new techniques to determine the factors for client satisfaction, by researching about the end-users of their buyer's products and services.


By mining the data accumulated through consumer surveys, the companies are forecasting about their buying behavior so that they can serve their clients in the best ways. This is based on the premise that clients will definitely be interested when you put forward a sales pitch that contains facts about 'their' customers rather than just talking about your offering.


Upgrade sales skills
Sales Team needs to be trained on a frequent basis to let them sell the products in the most innovative manner. Buyers receive numerous quotations from sellers on an everyday basis, wherein they have to narrow down the potential suppliers as per the offerings and their own budget. In such a scenario, hundreds of suppliers are giving the same offers within the budget of the buyer, so a supplier's chance here depends upon how innovative their sales and marketing strategy is.


Social Media: The buzzword of B2B sales
The influence of social media platforms is increasing day-by-day as suppliers are reaching the buyers through them and vice-versa. Irrespective of the industry you are in, B2B is increasingly being converted into B2C, where buyers are interacting with customers to see the effect of dealing with a particular supplier, on the popularity of their products. It also reduces the interaction time and cost for both the parties. Social media has enhanced the way E-commerce can flourish and in the future it will play a much bigger role in bringing companies closer.
Consider this- Buyer A has a website that advertises the Cameras that it manufactures. This company joins a networking site and advertises about its website to attract people. As more and more people join the account of the company, the chances of a supplier being among them increase. Similarly a Supplier B, who is looking out for a buyer can advertise on such a website to find potential buyers.


The coming years will see the global marketplace become more closely knitted. So, the buyers and sellers should keep themselves in sync with the new rules of the B2B marketplace to progress. The traditional means of advancing your business are no longer applicable and only the businesses that continue on the path of innovation can succeed.


The B2B marketplace is an ever-evolving, dynamic environment, where large amount of transactions take place that run into billions. With growing competition in the Business-to-Business marketplace, the buyers are at an advantage as they can have a multitude of options to choose from. The suppliers on the other hand can negotiate better, rather than being stuck in a bad deal with just one buyer in hand. With competition, one needs to constantly update oneself regarding the latest trends or else it can give an edge to your competitors. Last year, the economy has seen major changes and upheavals leading to a greater need for using different strategies to move forward. Here, we will be discussing some of the upcoming trends that will have a major impact on the B2B Sales. Content is the king Saying that E-commerce has brought buyers and sellers closer would be an understatement. It sounds very advantageous to have the global marketplace within your reach but you need to have the perfect interface so that your business can move forward. Clients cannot appreciate the quality of your services or products before buying them and in order to attract them, there should be content that manages to create interest. Innovative sales skills Sellers tend to see their side of situation, especially those ones who are looking forward to give innovative offerings without caring about their relevance to the buyers. The buyers in contrast are now searching for the solutions to their problems, what they essentially need to drive their business forward. Customize, Adapt, Modify -Offer something special The buyers are now looking forward for suppliers who can provide them with highly customized products rather than standardized ones. This is also an outcome of the increased competition, where the company that offers customized products to its customers/end-users is more likely to have a bigger share in the market. So, the companies now need to show how they can provide real value-addition rather than just selling their products in the market. Find what the end-users want Another trend being seen is that companies at the selling end of a B2B deal are devising new techniques to determine the factors for client satisfaction, by researching about the end-users of their buyer's products and services. By mining the data accumulated through consumer surveys, the companies are forecasting about their buying behavior so that they can serve their clients in the best ways. This is based on the premise that clients will definitely be interested when you put forward a sales pitch that contains facts about 'their' customers rather than just talking about your offering. Upgrade sales skills Sales Team needs to be trained on a frequent basis to let them sell the products in the most innovative manner. Buyers receive numerous quotations from sellers on an everyday basis, wherein they have to narrow down the potential suppliers as per the offerings and their own budget. In such a scenario, hundreds of suppliers are giving the same offers within the budget of the buyer, so a supplier's chance here depends upon how innovative their sales and marketing strategy is. Social Media: The buzzword of B2B sales The influence of social media platforms is increasing day-by-day as suppliers are reaching the buyers through them and vice-versa. Irrespective of the industry you are in, B2B is increasingly being converted into B2C, where buyers are interacting with customers to see the effect of dealing with a particular supplier, on the popularity of their products. It also reduces the interaction time and cost for both the parties. Social media has enhanced the way E-commerce can flourish and in the future it will play a much bigger role in bringing companies closer. Consider this- Buyer A has a website that advertises the Cameras that it manufactures. This company joins a networking site and advertises about its website to attract people. As more and more people join the account of the company, the chances of a supplier being among them increase. Similarly a Supplier B, who is looking out for a buyer can advertise on such a website to find potential buyers. The coming years will see the global marketplace become more closely knitted. So, the buyers and sellers should keep themselves in sync with the new rules of the B2B marketplace to progress. The traditional means of advancing your business are no longer applicable and only the businesses that continue on the path of innovation can succeed.

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