Uncertainty reigns everywhere this year. Even organizations that are still strong and successful today must prepare to adapt their approach at the strategic level to succeed in 2021.
Build a culture of real-time feedback
A recent Harvard Business Review found that companies that contact potential customers within an hour of receiving their inquiry will increase the likelihood of a purchase by almost seven times more than those that respond even an hour later. Buyers in the B2B segment are also consumers in their personal lives, and like consumers today, demand immediacy. We are used to instant chat responses in real time. Your approach must adapt to this.
Businesses must accept agility
Digital transformation is not a new concept - digital experiences and online shopping were here before the pandemic, even in the B2B segment. According to Forrester, B2B e-commerce revenue is expected to account for up to 17% of all B2B sales by 2023. Your company must be agile in its approach. Make sure your sales team is ready to sell to buyers at a distance. Identify new, unique outlets that meet the needs of a changing market. Adopt digital and social platforms to reach a younger audience of buyers as well.
Decision-making based on data
Data must play an important role in your strategic decisions in order to turn as many consumers as possible into customers and provide an extraordinary experience. Your brochures have to provide access to all the information they need in a matter of seconds, that's why general emails don't work. So in 2021, adaptation and relevance will be key - whether it's a deeper understanding of your ideal buyers, adapting your subsequent actions with data-enriching, or using behavioral analysis to identify the most involved leads.
Business Intelligence and Automation
EY recently said that 41% of companies are investing in accelerating automation to prepare for the post-crisis world. Automating or improving the search process with powerful SaaS is a reliable way to build your business pipeline. Investing in your business website may be the best way. Reverse IP tracking software reveals the identity of your site visitors, tracks their behavior, and provides you with a wealth of data in real time.
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