Hence the high competition for buyers' attention

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Working through partners. In B2B sales, work is often carried out through partners or a dealer network, but it is the company itself that generates applications. In this case, it is important to divide dealers into loyal and disloyal, single-dealers and no. If you generate applications for them, you need to track the efficiency and conversions of each dealer, measure NPS and record CSI. This can be done by setting up "cheats" in CRM or implementing a PRM system to automate dealer sales and control them.

Useful material:
NPS or CSI: How to Assess Customer Satisfaction and Loyalty

Long transaction cycle. In B2B, there are often several touchpoints with the customer before a purchase is made.

High cost of switching to a new supplier. You need to understand that vietnam consumer email list the B2B company is already cooperating with someone for the product or service you offer, it has formed certain expectations and developed interaction processes. Often people do not change suppliers precisely because of the fear of the situation getting worse.

. B2B clients need to prove the feasibility of changing suppliers.

In most cases, the goal of B2B sales is to make a second or subsequent deal. Therefore, it is especially important for businesses to track customer LTV and conversion to the next purchase.

The presence of a locomotive product and a "going" product in the assortment. This is when, from the point of view of marginality, you are interested in selling one product, but in order to attract this or that client, you are forced to sell a product that is less marginal, but more attractive to him at the start of cooperation. And in such a situation, you need to look for ways to increase the average check and increase the volume of additional sales.

B2B purchases are rational. Accordingly, by "bringing to emotions", you will not be able to motivate to buy a product or order a service.