In a recent survey by McKinsey that surveyed over 1000 B2B buyers across multiple locations, some interesting trends in buyer behaviour emerged. Here are the Top 3 Things you should know about how your prospective customers would behave. 1. First Time Purchase vs Repeat Purchase The responses showed that the industry sector in not a…
Buyer Behaviour in the B2B Industry
Product Knowledge, Hermann Ebbinghaus and the ‘Forgetting Curve”
Hermann Ebbinghaus was a German psychologist who fought in the Franco Prussian war briefly. After acquiring his PhD from University of Bonn, he traveled across France and England teaching school children. In an old bookstore in London, he came across Gustav Fechner’s book “Elements of Psychophysics”, which motivated him to conduct memory experiments — an interest which would…
How does Product Knowledge empower High Value Sales
We have spoken about Sales Effectiveness Challenges for Manufacturing Companies in this post and thought it would be a great idea to follow it up with a piece on how Product Knowledge Improves Sales for High Value Sales. Traditional Indian Businesses, as I have said before, heavily depend on a Sales team to achieve numbers. So much…