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Let's set the scenes... Once upon a time, in a world of B2B sales, it was all about long, stuffy meetings, cold emails with 87 attachments, endless slide decks and cold calls that made you shiver.
But now the lines between B2B and B2C are starting to blur...
B2B buying is getting... consumerised. Buyers want the same smooth, easy, and personal experience they get when booking a holiday.
What’s changing?
1. Sparkle with hyper-personalisation
It’s not just about using their name in an email anymore. If you’re not customising your approach, what are you even doing? Think personalised recommendations, dynamic content, and tailored follow-ups. Your buyers want to feel special, ✨sparkle✨ if you will.
Buyers today expect the same level of hyper-personalisation that you get when Netflix suggests your next binge or Amazon knows you need more toilet paper before you do. So get it together, people.
What used to be B2B:
❌ Generic emails, zero effort.
❌ Sending 100 cold emails a day
❌ The same sales pitch for everyone.
What B2B should be now:
✅ Custom content, dynamic offers, and buyer-specific recommendations.
✅ Mutual Action Plans that speak to their pain points and goals.
✅ Real personalisation
✅ 10 personal VS 100 cold
✅ Digital Sales Rooms/collaborative spaces
2. Just follow up...
We don't want to hear the "as per my last email".
That's never going to win them over, and you know that. They want a more relaxed and genuine approach, people buy from people.
Your buyer is a person with a personality, and they’re expecting you to treat them like one.
What used to be B2B:
❌ Cold, formal, impersonal emails.
❌ Email chains with 14 attachments lost in the abyss.
❌ "Best regards" and "per my last email" (shivers)
What B2B should be now:
✅ Friendly and personal touch in every interaction.
✅ All in one place (Digital Sales Room - like a trumpet Pod)
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3. Self-service
When was the last time you bought something without doing your own research first? Exactly.
Just like you, buyers are doing their homework and they want to do it on their own time.
They expect to have control over the process, from exploring product features to pricing and scheduling demos.
So, give them what they want.
Put all the information in one place
Use a Digital Sales Room (trumpet Pods)
You can house everything: quotes, forms, testimonials, documents, videos, demos, voice notes, chat options, meeting scheduling - everything, in one place.
No more scrolling through email chains, digging up outdated attachments, or playing tennis with back-and-forth messages.
Your buyers can enter the Digital Sales Room at their own time, find everything they need, and best of all, thanks to tracking and insights, you can stay one step ahead. You’ll know who clicked on what, when, and for how long, so you can tailor your follow-ups based on their interests and needs.
4. Flexible pricing
Buyer want to test before they commit.
What used to be B2B:
❌ One-size-fits-all contracts and pricing.
❌ No flexibility- ya take it or leave it.
What B2B should be now:
✅ Transparent pricing with flexible options.
✅ Free trials, usage-based pricing, and low-commitment offers.
The bottom line
B2B buying is becoming just like B2C, faster and more personal.
Just remember buyers want transparency, flexibility, and a human touch, not a hard sell.
If you’re not evolving with the times, well, good luck, 'cause your competition’s already nailing it.
For all things Digital Sales Rooms book a quick call with our awesome Account Executives:
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