The type of information and formats needed depend on the tasks and phases identified in the purchasing process , but also on the information channels used by buyers. A table combining channels, tasks and sources could look like this:
A good purchasing approach makes life easier for our customers and personalizes our sales action.
If you want to delve deeper into this approach or brazil phone number library consider that you need an external advisor, at AEROPLANO we can help you design and implement a marketing strategy that will improve your customers' purchasing process and increase sales options. Shall we talk?
The role of information in B2B projects is becoming increasingly important . People involved in purchasing processes are increasingly becoming more and better informed before contacting a supplier. When it comes to obtaining information, companies no longer contact a supplier's sales team initially, but instead search independently on the Internet, seek advice from former colleagues or ask experts for advice, and only when they have a certain amount of information, do they contact the sales team.
In such a scenario, it is essential to be present in the channels where the buyer obtains information.
The role of the commercial account manager is increasingly that of channeling the correct information to the right interlocutor at the right time, rather than that of a technical-commercial person with extensive experience and knowledge, in short, an authority on the subject.
Their role is essential in identifying the difficulties that buyers experience in their purchasing processes, in order to be able to plan and design ways to anticipate these difficulties and challenges, as well as being able to maintain a flow of communication with buyers, allowing them access to the necessary information through any channel, whether digital, physical, through the sales manager himself or any channel that a customer can use.
Information plays a fundamental role in any phase of the decision-making process because:
It can be easily shared with other interlocutors
Can be adapted to multiple channels
It is coherent and helps position the company and its product throughout the purchasing process.
It is specific and can be written and designed to meet the specific needs of each and every person involved.
In this empathetic process in which the sales and marketing departments put themselves in the customers' point of view, information must play a very specific role:
The type of information and formats needed depend on the tasks and phases identified in the purchasing process , but also on the information channels used by buyers. A table combining channels, tasks and sources could look like this:
A good purchasing approach makes life easier for our customers and personalizes our sales action.
If you want to delve deeper into this approach or consider that you need an external advisor, at AEROPLANO we can help you design and implement a marketing strategy that will improve your customers' purchasing process and increase sales options. Shall we talk?