How to build digital sales in B2B from scratch and in 3 steps
The world of B2B sales is changing rapidly. Companies can no longer rely solely on traditional methods of working, such as face-to-face meetings, phone calls, and lengthy correspondence.
Digital sales are becoming a key growth driver, especially as transaction cycles lengthen.
Yulia Pyankova, Head of the CRM and Integrations Unit at Completo, explains why the transition to digital is essential for B2B, where to start, and how to systematically approach building such a system.
Why Digital Sales Are Necessary for the B2B Segment
Fortunately or unfortunately, the rules of competent vp quality email lists digital sales are dictated by the market itself. In 2024, we tracked several trends that have become a new reality.
1. Lengthening the transaction cycle
Clients are no longer ready to make a decision “right away and for sure.”
In B2B, we are often talking about decisions that require worksheets and templates deep research: the higher the cost and impact on the client’s business, the longer the selection process.
In addition, the decision is usually made not by one person, but by a group of people, including the purchasing department and technical specialists.
Customers also tend to study cases, reviews, overviews and test executive list the product before purchasing, which in turn also increases the time for approval.
In this environment, digital sales are becoming a key tool for building long-term relationships with customers, allowing you to stay connected at every stage of their buying journey through automated email chains, webinars, and informative content.
All this helps to hold the attention of potential customers and subtly encourage them to make a purchase.
2. Expect a personalized approach
Customers don’t like to feel like they’re just “one of many.” They expect an individual approach at every stage of interaction.
In Completo’s experience, 72% of companies prefer to work with contractors who understand their needs and offer solutions rather than a standard set of services.
Digital tools help enhance personalization by:
- customer base segmentation;
- automatic funnel scenarios;
- settings of advertising campaigns and email newsletters for specific target audience segments.
Personalization has already become an integral part of successful sales.
It helps build trust and customer retention by creating a unique connection with your brand. And a significant competitive advantage.