Now the business to business sales funnel is million miles ahead of what it is used to be in 10 years go. Particularly, the B2B buyers are more advanced and they has a lot of information of completely transforming their decision making and buyer behavior. In the previous days, we would invite a targeted buyer out to lunch, meet them up at a golf course or have a sales team storm their office.
Gathering so much information a B2B buyer is able to do product research, read, reviews an references and can easily make a decision without being influenced by the sales person. Now the B2B sellers are finding that they have to constantly up their game to stay in the B2B buyer’s radar. They have to adapt the constantly evolving sales environment to have a firm grip on the market. Additionally, one of the worst thing is that if a B2B seller is being clueless about the current customer’s journey, blaming low sales and poor results on a slow market or its sales force. At the initial stage, the loss is slow. But as soon as the competitors get right in front of the pecking order, the late or non-adopters lose out faster until they are completely dispossessed of their market share, especially when they continue in their ignorance.