The U.S. B2B trade show market has shifted. In 2015, it was a $13.1 billion market, while by 2019, it had reached $15.58 billion. However, one year and a pandemic later, the U.S. B2B trade show market is expected to shrink by 64.3% to $5.56 billion. That said, the shift away from wasteful hospitality events toward substantive buyer engagement is real progress.
via Marketing Charts
According to the latest worldwide market study by Juniper Research, the volume of B2B payments facilitated by non-banks will exceed 53 billion in 2022 — that’s up from a COVID-related low of 38 billion in 2020; representing 42 percent growth.
Gartner defines the ‘future of sales’ as the permanent transformation of organizations’ sales strategies, processes and allocation of resources, moving from a seller-centric to a buyer-centric orientation and shifting from analog sales processes to hyper-automated, digital-first engagement with customers.
“We estimate that at least a dozen sectors, including B2B services, mobility, travel and hospitality, health, and housing, are reinventing themselves as vast ecosystems, networks of networks that could add up to a $60 trillion integrated network economy by 2025.”
“In the future of buying, the buying process transforms from seller-led to buyer-led. The future B2B buyer will expect buying experiences to be increasingly open, connected, intuitive, and immediate:” B2B channel marketing leaders must anticipate and plan for buyers’ evolving expectations.
via Sirius Decisions
“Many B2B technology and service providers approach go-to-market (GTM) strategy in silos. First, they develop the product and identify the market segmentation, then they create sales and marketing strategies. But buyers increasingly expect more.”
Here’s a better way: “Overcome Data-Driven Agile Marketing Shortfalls.”
According to the latest worldwide market study by Juniper Research, the total value of B2B cross-border payments will reach $35 trillion in 2022. That’s up from a COVID-related low of $27 trillion in 2020, representing 30 percent growth.
“It is simply impossible to determine the success of marketing on the basis of leads or accounts. It’s time for B2B marketers to make the shift from leads to buying groups and opportunities. Here are the top three concepts B2B marketers need when moving to buying groups.”
“Today we are witnessing a profound shift in how B2B leaders use digital to consume information, make informed buying decisions and engage with suppliers. COVID-19 has accelerated this shift, which will not abate when the pandemic recedes. Although the shift is easy to see, addressing it isn’t straightforward.”
In the survey of more than 500 buyers and 500 salespeople, active listening was cited as the #1 trait that buyers value in salespeople (42%) with problem-solving at 38%. Other top traits included confidence at 38%, relationship building at 34% and oral communications at 27%.
via Marketing Charts