For free consultation contact us today at: 774-239-7663
Understanding and adapting to the buyer’s journey is not just a strategy but a necessity. The marine industry, with its unique challenges and customer base, is no exception. The key to success lies in recognizing the shift in buyer behavior and aligning sales tactics accordingly.
We are a marketing, advertising, and branding firm for the maritime industry. Our services are designed to help mission-driven businesses clarify positioning, expand reach, and increase revenues. Request a Free Strategy Call or just shoot me an email at mcharette@boatsquarterly.com
The Evolution of Buyer Behavior
Gone are the days when sales reps could lead the dance, dictating each step of the buyer’s journey. Today’s buyers, seasoned and savvy, have charted their own course. The modern buyer has bought 10 things; they’re jaded… they’ve developed a buying process that they want to use. This change demands a corresponding evolution in sales tactics.
Understanding the Buyer’s Journey
A staggering statistic from Gartner highlights the urgency of this shift: “77% of buyers said that their last B2B software purchase was too difficult.” This figure is a clarion call for sales professionals to simplify and streamline the buying process. The key lies in understanding that buyers now spend less than 5% of their time interacting with sales reps. The majority of their journey is navigated independently, making it crucial for sales strategies to cater to this autonomy.
Strategies for the Modern Sales Approach
Charting a New Course in Sales
By understanding and aligning with the modern buyer’s journey, sales professionals can navigate these waters with greater success, leading to more meaningful engagements and fruitful outcomes.
We need to give [buyers] some freedom and some room. This approach is not just about adapting to change; it’s about setting sail in a direction that resonates with today’s buyers, ensuring a smoother voyage for both sellers and buyers in the marine industry.
MIDA.PRO – Marine Industry Digital Agency – Web dev / Marketing
Podcast – SHIPSHAPE INTERNATIONAL OCEAN INSIGHT