Today, many B2B companies are reinventing themselves and transforming digitally. However, at the same time, many are also discovering that investing in digital marketing does not always mean increasing sales. At least, not without further ado.
This situation often generates frustration among the management team, which ends up making it difficult for B2B companies to establish a solid digital strategy.
To turn around these types of situations, it is essential to know what the pain points are that the company faces.
Here are 3 problems that B2B companies face , so you can detect what is happening in your company and how to focus your commercial strategy:
1. Poorly defined strategy
One thing that often characterizes B2B companies is that the implementation of changes is usually slower than in other businesses, because the commercial processes are very complex and each interaction involves many more people than in B2C sales.
As a result, these companies often end up france whatsapp data using a “reactive” strategy. That is, they react and act based on the interest generated by their products or services, without defining a prior plan or setting specific objectives.
However, in today's digital environment, we need to go further. It is not enough to apply digital tools when there is a specific need. It is important to have a systematic structure that allows us to take advantage of all the opportunities that may arise.
For a strategy to be effective, it must be “proactive” and not reactive. It is about having a strategy that allows you not only to adapt to the constant changes in the digital environment, but also to take advantage of them.
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2. Lack of team alignment
A common problem that causes sales strategies to fail is the lack of coordination between Marketing and Sales.
Marketing usually spends a lot of time and effort creating content, but this content is not used for sales, either because it does not meet the needs of the sales team or because the information is not transferred. In this sense, it is essential that the content is aligned with the company's commercial objectives.
A well-coordinated management of the digital strategy is key to an effective transformation that translates into more sales. Especially today, when customers contact the company
To achieve this, the best solution is to unify the communication channel , so that no information is lost and communication between departments is more fluid. This is also a good way to monitor the effectiveness of the content.
3. Profitability is unknown
Applying strategy superficially or with poorly defined objectives makes it extremely difficult to determine the company's real performance. By not knowing what really works, numerous sales opportunities are lost.