A recent survey conducted by Corporate Executive Board (CEB) shows that when B2B buyers were asked what caused them to repeat buy from an organization, 53 % of the reason that they buy and buy again is because of the sales experience.
Another current survey done by Sales Force showed that 50% of companies stopped buying from their supplier because their competitor provided a better experience. That is right, you read that correctly, they lost existing customers because a competitor offered a better sales experience.
That loss of customers, while entirely unnecessary, can be avoided by anyone who is willing to make the effort to provide a seamless sales experience, and with sales now being online and digital – the playing field is becoming even more level than it has been in recent years.
However, if we hope to excel in this area, we must first understand the challenges, and determine how we will respond to these challenges. Our response to these buying and selling...