Understanding Modern B2B Buyers

In those days, B2B sales were a show of power in “before the internet” era. As product knowledge was limited, sales were mostly handled through the sellers’ stronger bargaining powers. To know more about their purchases, buyers had to engage the sellers early in the sales process. 

However, as the internet has become more prevalent in communication and information got more widely available, the sales-side leverage has begun to deteriorate. Potential buyers can now study products, companies, competitors, and industries from the comfort of their homes, thanks to product reviews, pricing estimations, and feature comparisons.

Today's buyers want to buy, but they do not want to be sold. This change in buyer behavior requires salespeople to modify their sales approach from the ground up. Salespeople who seek opportunities to assist, educate, and satisfy buyers are the ones who will close deals and generate loyal clients. 

Certain sales triggers must be observed to recognize that the following stage will be customer acquisition. Here are five important key takeaways for B2B sellers to understand modern buyers. Let us talk about why understanding your buyers can boost your B2B sales!