Читать книгу A new era of Value Selling - Thomas Menthe - Страница 8
Forrester suggested to B2B companies to reshape their channel strategies and fundamentally rethink the role of their sales people by:
ОглавлениеExpanding the role of self-service e-commerce. The evidence has shown that nearly 75% of B2B buyers said in the survey that buying from a website is more convenient than buying from a sales representative. Furthermore, 93% said that they prefer buying online rather than from a salesperson when they have decided on what to buy.
Delivering a digitally enabled B2B selling model because digital channels are here to stay. B2B e-business and channel strategy professionals and their ecosystem partners must create websites that network B2B buyers researching online with call centers, inside sales agents, field sales professionals, and their own internal websites.
