High cost of switching to a new supplier

[nusaiba127]

Goals .

In 80% of cases, the goal of B2B is secondary sales . For example, a level A client makes a purchase for 50 thousand rubles, and a level C client also makes a purchase for 50 thousand rubles. And it is not clear who is more important for the company, so it is important to conduct a retrospective: analyze sales for 3/6/12 months depending on the frequency of purchases in your niche;
Having a locomotive product and a "go-to" product in the assortment . It happens that you are interested in one product in terms of marginality, but in order to attract a particular client, the company is forced to sell a less marginal product. Here it is vital to establish communication between the marketing and sales departments in order to find ways to increase the average check and increase the volume of additional sales;
Purchases are rational . B2B clients think rationally and do not rely on emotions when choosing an offer; simple slogans will not make them buy.
Transition .
, because there will be new working conditions, saudi arabia consumer email list delivery costs, doubts about the counterparty’s liability, etc.;
B2B clients are already working with someone . Marketing and sales departments need to fight for attention and “be visible” in order to be able to close a deal in time: what if the current suppliers somehow stop satisfying the client’s needs;
It is necessary to prove the feasibility of your services. At the same time, there should be synchronicity in what the marketing broadcasts and the sales department offers. Remember that B2B clients not only want to solve some problems, but also to get benefits from it.
Important : salespeople and marketers must have the same understanding of all the features of B2B sales: what the transaction cycle is, who the decision maker is, who ultimately uses the product.

Without this, it will be impossible to answer the important and worrying question: “Are low-quality leads coming from marketing, or is the sales department “draining” them?”