The digital transformation involves above all the digitization of communication, working methods and sales strategies, since both remote work and online sales have been essential to respond successfully to the crisis.
Out of evolutionan agency with more than 10 years of experience in designing, building and optimizing digital sales channels in a professional environment, explain that “in this new scenario, the digital transformation of companies not only involves adapting to the use of technological tools, but also to bet on new systems and working models that modify the management of the company to adapt it to the new reality”.
And they add that “in the case of B2B companies between professionals, this digital transformation is much more important, given that given the current economic uncertainty, it is imperative to move sales between companies to digital environments”.
For this reason, and with the aim of helping some of the more than 3.4 million companies operating in Spain, Ebolution has compiled the six most important steps that B2B companies must follow in order to successfully digitize and overcome the crisis to encounter:
Adjust marketing investments
In the early months of the pandemic, many companies decided to halt their marketing investments in the face of uncertainty. A decision that, at the moment we are in, requires B2B companies to rethink that the approved (and unused) marketing funds from their budgets are now being used to help anticipate future changes to work and revise the goals. In this way, companies can avoid mistakes and adapt to the new reality in which we are immersed.
Seek leads B2B outside of face-to-face
Physical contact at a business level is still not recommended from a health point of view, so business strategies based on face-to-face meetings should be considered as online meetings. For this reason, it is very important that those companies that normally do business through direct contact adapt to digital marketing and search leads B2B outside of face-to-face.
Rely on proximity products
The restrictions imposed by the pandemic have shown us the enormous supply difficulties that we have due to our dependence on the international market. For this reason, the future business model is already proposed as a trade of proximity and trust, immune to movement restrictions. For this reason, B2B companies should also rely on local presence to create added value for their brand.
Preserve the quality even if the prices are adjusted
In every crisis, price adjustment is the key to continue generating sales. However, sales should never mean sacrificing quality. Therefore, B2B companies that go digital must have a good brand image that serves to consolidate their position and maintain profitability.
Plan for long-term sales
The current situation has delayed any non-essential sales contract. With this in mind, B2B companies need to understand that purchases are now much more thoughtful, so they need to provide their customers with more information to facilitate their research and reduce their perception of risk. This positioning not only helps B2B buyers to accelerate their decisions, but also enables a stronger supplier-customer bond, which leads to higher sales in the long term.
Digitize bets on data
In order to be successful in B2B sales, it is necessary to drive a marketing strategy through digitization. This means that B2B companies need to generate web messages that address customer issues, open contact channels for consumers, execute e-mail Smart and use your social selling skills to find potential customers on digital channels.