This was explained by Pere Tura, CEO of CatalogPlayer, at Social Selling Day 2022
The purchasing patterns of B2B consumers have changed rapidly in recent years. Therefore, it no longer makes sense to continue using traditional strategies.
This issue, very much present in the world of sales, was discussed at the Social Selling Day 2022, which took place in Barcelona last October. Below we present, in short 1-minute videos, the reflection made by Pere Tura, CEO of CatalogPlayer, in his presentation «Sales Enablement: how to increase your customers» engagement".
Traditionally, most purchasing decisions have been made during sales visits and, in general, based on the relationship between the customer and the salesperson. However, this has changed. Nowadays, customers come into contact with the brand through many different channels and all these contacts influence the purchasing decision in a different way.
How do B2B consumers buy?
This new, much more digital context has accelerated a process of hybridisation in sales, with hybrid sales. Today's customer does not completely give up face-to-face contact, but wants to take advantage of the benefits offered by digitalisation.
Hybridisation of B2B sales
So, how can we train salespeople to sell in this new context? In this new reality, it is essential that the sales force has the necessary tools to offer an improved customer experience. It is not just about selling; we must give the customer reasons to continue trusting us.
