The sales process has changed
Posted: Thu Jan 23, 2025 10:06 am
In recent decades, the marketing funnel was simple : there were a few channels to initiate a business contact (trade fairs, sales visits, mailings, etc.), you dealt directly with customers in your geographic area and closed sales by exchanging proposals and outlining offers.
But that sales system has been turned upside down . Digital technology has provided the means for users to search and learn about anything they want, anytime, anywhere. The Internet gives usa email list consumers the power to decide and leaves sellers without the option of using tricks and old mechanisms. This is demonstrable even with B2B technology marketplaces .
Many of our clients have developed fantastic innovations for high-value niches , with science and engineering solutions with huge potential. But when it comes to marketing, they suddenly feel lost, frustrated and unsure about what they will get out of their investment.
So they continue to do what they've always done : attend trade shows; maybe spend some money on Google ads; write a blog post or two a quarter; outsource web maintenance to an in-house engineer who also does product sheets or prints the usual random brochures that the draftsman can make. I'm not saying that some of these methods aren't worthwhile. However, information-seeking behavior and the closing cycle of purchases have changed dramatically .
But that sales system has been turned upside down . Digital technology has provided the means for users to search and learn about anything they want, anytime, anywhere. The Internet gives usa email list consumers the power to decide and leaves sellers without the option of using tricks and old mechanisms. This is demonstrable even with B2B technology marketplaces .
Many of our clients have developed fantastic innovations for high-value niches , with science and engineering solutions with huge potential. But when it comes to marketing, they suddenly feel lost, frustrated and unsure about what they will get out of their investment.
So they continue to do what they've always done : attend trade shows; maybe spend some money on Google ads; write a blog post or two a quarter; outsource web maintenance to an in-house engineer who also does product sheets or prints the usual random brochures that the draftsman can make. I'm not saying that some of these methods aren't worthwhile. However, information-seeking behavior and the closing cycle of purchases have changed dramatically .