@christopher-janis
Active 9 years, 6 months ago-
Christopher Janis wrote a new post on the site MIS2101 – Spring 2015 9 years, 7 months ago
http://www.forbes.com/sites/theyec/2015/02/25/how-technology-can-fix-the-b2b-sales-process/
In today’s world, it is very difficult for B2B buyers to find the right match to give their business to due to an overload of data and a variety of vendors to choose from all with the same generic messages to target their clients. The internet has done nothing to change this B2B buying experience other than making it easier to research companies. The sales process is not personalized, and the buyer is forced to speak with many different vendors all with the same agenda and sales pitch. At times this can put the buyer to sleep. It is very difficult to narrow down a large vendor list, the companies with the most money almost always get the sale due to marketing efforts regardless if they can do the best job or not, and nothing is personalized for the buyer as the same sales decks are used over and over in order to target the masses. Technology has the ability to change this by going beyond the basic marketing techniques and making the buying experience more personable. Buyers should star t utilizing technology to seek out vendors who can go beyond the basic qualifiers and put them on a path to buy rather than feel overwhelmed with too much information and be just another contract on the books.
1. What can vendors due to make the buyer feel like more than just another contract on the books in a B2B transaction?
2. How can technology be utilized to match prospective vendors with buyers to save them time researching?
3. Do you think business would be more efficient if buyers were matched with vendors through technology, almost like online dating, rather than have to go out and research on there own? -
Christopher Janis's profile was updated 9 years, 7 months ago
Based on the article, the research process for finding a potential vendor is archaic as the research process can take months. A potential solution could be for the vendor to appeal to certain business groups instead of the general business world, therefore making it easier for buyers to find these vendors. Vendors should seek these buyers out, speed up the buying process, and most importantly give individualized attention.
Another solution is for products such as “GSA E-Buy” – which is a site used for the government sector. This site allows the buyer to search for vendors who specialize in specific products or services. This site also allows the buyer to request quotes or proposals. These vendors are vetted by the site so the buyer can be assured that the vendor is being held to and meeting the highest of standards.
If you take the concept of GSA E-Buy and apply it to other B2B groups, this could potentially be a solution to the tedious and timely process of finding the perfect vendors.
http://www.gsa.gov/portal/content/101034
I like the phrase ” Finally, if they are ready to purchase, remove all barriers to do so. Put them on a path to buy.” This is an excellent thought process – make the technology friendly and approachable – systems can do so much – it is important to make the user feel comfortable and the purchase feel right, more than anything!
Vendors need to make this process easier and more specific to buyers. Seeking out specific groups will make it easier for both parties – vendors and suppliers will be able to find each other quicker. Also, buyers should be given specific information that fit their needs. I think the dating site like system that the author’s company, Crushpath, has been working on that matches buyers to businesses is a great use of technology that will cut out time researching and ultimately with the whole process. I definitely think business would be more efficient. Like Kathryn said, the research process can take months. Even if this matching process cut down the time by a few weeks that is a huge plus.