1. What Salespeople Need to Know
About the New B2B Landscape
Submitted by
Team no-15
Sailaja kumari
abhishek
Reference: www.hbr.org

2. Traditional Sales Funnel
 The typical funnel starts with
a marketing-generated lead
for a “suspect” that, after
qualification, becomes a
“prospect,” and then a
“customer” through steps
that are measured and
managed.

3. AIDA Approach – Not Applicable In Current
B2B Sales Scenario
 AIDA Model has been a
famous approach for the B2B
Sales Funnel.
 But now the reality is
different with the advent of
technology and many
sources of information for
the buyers.

4. Gartner Purchase Decision Process
Explore
• Identify the need.
• Look for different
ways.
• Interactions with
Sales
Representatives
and Internet
search.
Evaluate
• Buyers take closer
look at the options
uncovered.
• Learn heavily about
the options with
Internet search and
representative
interactions.
Engage
• Initiate further
contact with the
representatives or
providers.
• To get help in
moving towards
purchase decision.
Experience
• Buyers use a
solution.
• Develop
perceptions about
value based on the
usage of the
product bought.

5. B2B Most Influential Marketing Activities

6. B2B Sales Factors
• Sales people are not disappearing, but
buying processes and therefore sales tasks
are of changing.
• References is the second most influential factor and buyers can now
get access to lot genuine reviews in famous online forums like
BazaarVoice and PowerReviews.
• White papers and seller’s website activities are also playing important
roles are events, that are typically part of marketing’s domain.
• Hence Sales and Marketing should go together.

7. Importance of B2B Marketing activities in Sales
• It’s important to recognize that web sites, blogs, and other digital
media have made vendor organizations more visible and transparent
to potential buyers.
• Prospects now touch your brand and company at many different
points (online, offline, marketing collateral, and so on), when they
want, and each touch has an impact on selling tasks.

8. Summary
• Going forward, many B2B sellers will need to reconfigure their selling
processes more effectively and efficiently for each buying stream.
• They should not waste lots of time and energy debating whether to
be online or in-person, interacting via the web or through sales
representetive, digital or human.
• They need to do both, and create the right mix for their go-to-market
programs.
• As a leader, understanding how buying really works is the place to
start in order to spur effective selling, profitable growth, and better
resource allocations in your firm.

9. Thank You