Website in the B2B sales cycle
The lead generation
Although large amounts of money are being spend on advertising, email campaigns and direct mail for lead generation, people in businesses will, in order to find potential solutions to their problem, use search engines as they prefer to discover new solutions. This instead of being pushed to solutions by marketing of the vendors or manufacturers.
Your website is many times more important than all other marketing methods.
Even during this first search phase of their purchase process your website becomes the second most important source of information after the search engine.
However when you take into consideration the engagement, the website becomes even more important than search. More click here
The selling and the salesman
In the next phase your salesman is communicating and meeting with the potential customer, however the website papers are more important and significant for both the consideration and comparison of different offerings from the vendors in the market.
The website is more important than your sales rep. even in this phase!
More click here
Closing of the sale
It is logical that during the closing of the sale or deal the sales rep. or online retailer becomes most important as the pricing and delivery terms needs to be negotiated.
The website still comes in third place! More click here
It is undeniable that the website has an important role in any of your business deals in B2B.