Post by account_disabled on Mar 7, 2024 3:11:49 GMT -7
To successfully sell ICT solutions you can no longer use the techniques of the past. The purchasing process (or customer journey) of tech buyers has in fact profoundly changed. As? To understand this, the specialized company TechTarget carried out the "Media Consumption 2018" research this year, aimed at understanding what factors lead a company to make a decision to purchase digital technologies and, consequently, which levers can be better used by vendors and companies in the ICT supply chain, the tech companies, to be more effective in sales. How Tech Buyers move The first evidence from the research is that the purchasing decision is a team game.
No tech buyer moves alone: for complex projects, a team works Germany Phone Number that involves more people, on average 4.9. For this reason, the first rule is that it is not enough to talk to the CIO, but it is necessary to direct the entire team in its action. It is also clear that the more complex the sale, the longer the purchasing process will be. Tech Buyers informed Furthermore, the study shows that tech buyers are increasingly more informed: 70 percent carry out research and look for information before speaking to sales figures about the solutions they intend to purchase: they carry out searches on search engines, read information sites , forums, vendor sites, and then moving on to colleagues' advice, physical events, and even social media. 33% of buyers have already chosen at least one vendor from the shortlist before speaking to sellers. How to please tech buyers From this derives important suggestions for sales managers, who cannot appear unprepared.
In fact, it is crucial that the contact requests demonstrate that the sales figures have actually understood the problem and that there is consistency with what is actually being sought. These are two strengths that determine the success of a commercial contact, capable of undermining consolidated relationships with reference partners. In this scenario, online marketing becomes crucial to intercept the customer at the right moment in their journey. It follows that marketing and sales must work hand in hand. An omnichannel approach is needed, in which the sales process must be built with an integration between the activities carried out online and traditional offline sales activities. The seller must be able to access the information produced by marketing systems so that he can make decisions to contact the right customers at the right time and use the most correct communication strategies to close each sale.
No tech buyer moves alone: for complex projects, a team works Germany Phone Number that involves more people, on average 4.9. For this reason, the first rule is that it is not enough to talk to the CIO, but it is necessary to direct the entire team in its action. It is also clear that the more complex the sale, the longer the purchasing process will be. Tech Buyers informed Furthermore, the study shows that tech buyers are increasingly more informed: 70 percent carry out research and look for information before speaking to sales figures about the solutions they intend to purchase: they carry out searches on search engines, read information sites , forums, vendor sites, and then moving on to colleagues' advice, physical events, and even social media. 33% of buyers have already chosen at least one vendor from the shortlist before speaking to sellers. How to please tech buyers From this derives important suggestions for sales managers, who cannot appear unprepared.
In fact, it is crucial that the contact requests demonstrate that the sales figures have actually understood the problem and that there is consistency with what is actually being sought. These are two strengths that determine the success of a commercial contact, capable of undermining consolidated relationships with reference partners. In this scenario, online marketing becomes crucial to intercept the customer at the right moment in their journey. It follows that marketing and sales must work hand in hand. An omnichannel approach is needed, in which the sales process must be built with an integration between the activities carried out online and traditional offline sales activities. The seller must be able to access the information produced by marketing systems so that he can make decisions to contact the right customers at the right time and use the most correct communication strategies to close each sale.