Parks Alice

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Have you ever wondered why some companies are able to close complex sales with apparent ease? And what does “complex sales” really mean? In the corporate world, and especially in the industrial world, closing deals requires well-designed strategies and a deep understanding of all the nuances of the purchasing process. That’s because, according to research conducted by Durhamlane , 56% of buyers are consuming more marketing and sales materials than before 2020, and are more informed and cautious about who they choose to do business with. In this way, the effective implementation of B2B marketing proves to be a competitive differentiator , influencing the results of buyers who work with complex sales.

Let's understand what this subject is all about. What are complex social media marketing service sales? Complex sales, especially in the B2B segment, involve long processes that require greater presence and persuasion from the salesperson. They require more consultative work to design the solution and expose the differences, since the product or service is usually technical and has a high average ticket. This type of sale requires improved tools and a differentiated marketing methodology. And when we understand the return caused by these changes, the great competitive advantage and the increase in customer retention become clear. When making a purchase, the customer assumes a great deal of risk with the product and expects tangible results.



To illustrate the situation, let's look at the complex sale of an ERP (Enterprise Resource Planning) system to a company that wants to optimize its operational processes through a large investment. Although it is known that many ERP implementations fail due to lack of team collaboration, organizational structure resistance and implementation challenges, as discussed in the article published in FT Magazine , the industry decides to trust the expertise and functionalities of the new product. This decision is the result of a long decision-making process, involving several stages and consultancies, where the industry carefully weighed the possibilities of loss in relation to the chances of success. Only after this process of thorough evaluation is the complex sale completed.

Understand these characteristics more clearly: Main characteristics of complex sales Long sales cycle The sales funnel for these transactions is longer, as is the customer journey, which means that the customer goes through each phase slowly. This requires patience, experience, knowledge and dedication from the sales team, who are responsible for conducting the negotiation. Depending on the product or service, this process can take months , as it has a great influence and impact on the buyer's routine. By integrating the blog with other digital fronts, such as social media and email marketing, you further expand the reach of your content, engaging potential customers across multiple channels.
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