Increasingly demanding and better informed customers are B2B company under pressure. For this it is increasingly difficult to satisfy the customers and to convince them of its own products and services. Every second company is struggling with rising distribution costs. At the same time the distribution is often not yet adapted to the new challenges.
So much money is wasted because the correct procedure EBITDA increased by up to 25 percent is possible. This emerges from the current study "Mastering the New Reality of Sales" of the international management consulting firm Bain & Company. In order to meet and efficiency at work is the high demands a reorganization of distribution is necessary.
Loyalty is more and more from
Companies are in B2B sales facing major challenges. The reasons for this are increasingly transparent markets with customers who are increasingly better informed because of the digital channels at the same time and be more demanding. As a result, customer loyalty decreases in companies. 68 percent of executives in industrial companies in the study indicate that the loyalty of their customers decreased massively.
The company is currently trying to reclaim this loyalty by investing in sales and reduce product complexity. 50 percent have their marketing spending increases - but so far often with limited success. Many companies have their sales structurally not yet adjusted to the new reality, in other words: the changing needs and behavior patterns of their customers. 60 percent of the salespeople do not know how their company differentiates itself from the competition. That makes it all the more difficult to convince critical and well-informed customers.
