The B2B buying journey has chang dramatically over the last year with COVID-19 accelerating the shift to digital and remote working arrangements. Companies that have not been able to adapt to this In the Current change have lost sales and revenue opportunities. For companies operating in B2B sales therefore mapping the new customer purchasing journey will be essential to unlock growth even in the coming years. To hit growth objectives and create a shopping experience align with what customers ne sales managers must prioritize four specific areas.

Let’s see them in detail! New Call-to-action

How to define and monitor the main KPIs Subjects b2b digital marketing (408) inbound marketing (262) b2b sales (214) content marketing (169) b2b lead generation (157) company website & UX (151) HubSpot CRM (85) SEO (54) marketing Business Database automation (53) lead management (52) social mia (50) b2b marketing (46) sales enablement (45) email marketing (33) social strategy (24)View all Near You might also be interest in: B2B sales: new technologies to support the sales force B2B sales: new technologies to support the sales force B2B Sales: 5 Best Practices to Close More Deals B2B Sales:

Companies must focus on creating

buciness database

A unique experience to build trust in customers’ decisions. Robert Blaisdell Senior Director Analyst at Gartner says: Trust is the belief on the part of customers that they have made the right choice in their purchasing decision. Our research shows that when B2B buyers have high levels of trust they are 3.6 times more likely to opt for a high-end Email Lead or “premium” offering. Customer engagement Companies must engage customers taking into account their preferences regarding the purchasing channel.