B2B customers today often conduct their own buying process without contacting the supplier.
Between 50-70% of the buying process is carried out without the audience being contactable for the company’s salesperson.”
Source: Google CEB study 2012
This means that we get less and less control over the way to do new business with increased earnings risks as a result. We as buyers now access information in a completely different way and in addition communicate in new ways, which means that we also change the way we buy. We gain knowledge of what we want to understand and build brand preferences by searching and communicating digitally.
Structsales will establish your presence, based on the individual customer’s terms, already at the start of the buying process. By using both marketing and traditional sales, we will reach the potential customers before it is too late.
The one influencing early on in the buying process will also be involved in setting the agenda for the final buying decision.
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