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Objective data, as confirmed by the article "The New Sales Imperative" published by Harvard Business Review. New B2B sales strategies are proactive The proactive approach in B2B sales derives from a change of mentality of the entire Sales function and the sales force, in harmony with Marketing. How to analyze the B2B sales process We start by analyzing the purchasing process, from when.

The customer faces a problem to solve, until he evaluates solutions and suppliers. In each of these phases the customer informs himself, mainly online. The seller must have deep knowledge of these activities and it is in this phase Job Function Email List that the alignment between sales and marketing is crucial. Given that we now live in an omnichannel world, the process must be built with an integration between the activities carried out online.



Ad traditional offline sales activities. What is smarketing and how it helps B2B business strategies The alignment between sales and marketing, also called smarketing (from the union of Sales and Marketing), is therefore the keystone of effective sales strategies. It means that the seller must be able to access the information produced by marketing systems so that he can make decisions to contact the right customers at the right time and use the most correct communication strategies to close each sale.