Many com\u00adpa\u00adnies are won\u00adde\u00adring why fewer and fewer inqui\u00adries are coming in. Then sales acti\u00advi\u00adties are increased, cam\u00adpaigns are laun\u00adched or pro\u00adces\u00adses are opti\u00admi\u00adzed. But the actu\u00adal cau\u00adse often lies much earlier.<\/p>\n
Befo\u00adre a poten\u00adti\u00adal cus\u00adto\u00admer makes cont\u00adact, an exten\u00adsi\u00adve sel\u00adec\u00adtion pro\u00adcess has long been under\u00adway \u2013 usual\u00adly com\u00adple\u00adte\u00adly invi\u00adsi\u00adble to the pro\u00advi\u00adder. Decis\u00adi\u00adon-makers, spe\u00adcia\u00adlist depart\u00adments and purcha\u00adsing con\u00adduct inde\u00adpen\u00addent rese\u00adarch, compa\u00adre solu\u00adti\u00adons, check refe\u00adren\u00adces and are incre\u00adasing\u00adly being sup\u00adport\u00aded by AI sys\u00adtems in pre-selection.<\/p>\n
What sales sees in the end is just the tip of the ice\u00adberg: the few com\u00adpa\u00adnies that have made it through this pro\u00adcess and are actual\u00adly approa\u00adched. Ever\u00adyo\u00adne else may never know that they have alre\u00ada\u00addy been sor\u00adted out.<\/p>\n
This is pre\u00adcis\u00ade\u00adly the blind spot that threa\u00adtens the exis\u00adtence of many com\u00adpa\u00adnies: they eva\u00adlua\u00adte their sales on the basis of visi\u00adble inqui\u00adries, con\u00adver\u00adsa\u00adti\u00adons and offers. What they don\u2019t see are all the poten\u00adti\u00adal cus\u00adto\u00admers for whom they were not found befo\u00adre, not cor\u00adrect\u00adly clas\u00adsi\u00adfied or not rated as trust\u00adwor\u00adt\u00adhy enough.<\/p>\n
As long as com\u00adpa\u00adnies do not reco\u00adgni\u00adze this blind spot, they can neither prepa\u00adre for the chan\u00adge nor pro\u00adtect them\u00adsel\u00adves from it. They react to the visi\u00adble sym\u00adptoms, while the actu\u00adal cau\u00adse con\u00adti\u00adnues to have an effect below the surface.<\/p>\n
This blind spot can lead com\u00adpa\u00adnies to ruin if they igno\u00adre it and con\u00adti\u00adnue to streng\u00adthen their pre\u00advious mea\u00adsu\u00adres wit\u00adhout reco\u00adgni\u00adzing the true cau\u00adse. But it can also beco\u00adme a gre\u00adat oppor\u00adtu\u00adni\u00adty for the future: If you under\u00adstand how the new B2B purcha\u00adsing pro\u00adcess real\u00adly works, you can beco\u00adme visi\u00adble, rele\u00advant and con\u00advin\u00adcing exact\u00adly whe\u00adre decis\u00adi\u00adons are incre\u00adasing\u00adly being pre\u00adpared today.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
The big mistake: This only applies to B2C<\/strong><\/h3>\nWhen it comes to chan\u00adging buy\u00ading beha\u00advi\u00ador, many peo\u00adp\u00adle first think of online shops, com\u00adpa\u00adri\u00adson por\u00adtals, Goog\u00adle reviews or social media \u2013 an image cle\u00adar\u00adly assi\u00adgned to B2C. In B2B, accor\u00adding to the wide\u00adspread assump\u00adti\u00adon, dif\u00adfe\u00adrent laws con\u00adti\u00adnue to app\u00adly: per\u00adso\u00adnal rela\u00adti\u00adonships, recom\u00admen\u00adda\u00adti\u00adons, ten\u00adders, trade fairs and a sales depart\u00adment that knows the cus\u00adto\u00admers for years.<\/p>\n
Howe\u00adver, this sepa\u00adra\u00adti\u00adon no lon\u00adger works. The peo\u00adp\u00adle who deci\u00adde on invest\u00adments in B2B have long been accus\u00adto\u00admed to digi\u00adtal rese\u00adarch, eva\u00adlua\u00adtions and quick com\u00adpa\u00adri\u00adsons in their pri\u00adva\u00adte lives \u2013 and do not shed the\u00adse habits as soon as they enter the office. They are incre\u00adasing\u00adly trans\u00adfer\u00adring it to their pro\u00adfes\u00adsio\u00adnal decisions.<\/p>\n
Per\u00adso\u00adnal rela\u00adti\u00adonships remain important and are often decisi\u00adve in the end. Howe\u00adver, the decisi\u00adve fac\u00adtor is when they come into play: no lon\u00adger at the begin\u00adning, but often only after an exten\u00adsi\u00adve digi\u00adtal pre-sel\u00adec\u00adtion. If you don\u2019t show up at this ear\u00adly stage, you won\u2019t even be eli\u00adgi\u00adble for a per\u00adso\u00adnal interview.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
What e\u2011commerce teaches us about underestimation<\/strong><\/h3>\nTech\u00adno\u00adlo\u00adgi\u00adcal uphe\u00adavals were almost always unde\u00adre\u00adsti\u00adma\u00adted in the begin\u00adning. The Inter\u00adnet and e\u2011commerce were also con\u00adside\u00adred tem\u00adpo\u00adra\u00adry phe\u00adno\u00adme\u00adna for a long time. The result is well known: enti\u00adre indus\u00adtries and dis\u00adtri\u00adbu\u00adti\u00adon chan\u00adnels have been fun\u00adda\u00admen\u00adtal\u00adly chan\u00adged. Com\u00adpa\u00adnies that reac\u00adted too late lost mar\u00adket share or dis\u00adap\u00adpeared \u2013 while at the same time new mar\u00adkets and some of today\u2019s lar\u00adgest cor\u00adpo\u00adra\u00adti\u00adons emer\u00adged, from Ama\u00adzon to Goog\u00adle and Meta to Ali\u00adbaba, Sales\u00adforce or Shopify.<\/p>\n
The decisi\u00adve fac\u00adtor was never the tech\u00adno\u00adlo\u00adgy alo\u00adne, but its effect on peo\u00adp\u00adle\u2019s beha\u00advi\u00ador \u2013 on how they search, compa\u00adre, deci\u00adde and buy. It is pre\u00adcis\u00ade\u00adly at such a thres\u00adhold that we stand again today. This time, the deve\u00adlo\u00adp\u00adment is being fur\u00adther acce\u00adle\u00adra\u00adted by arti\u00adfi\u00adci\u00adal intel\u00adli\u00adgence, at a pace that signi\u00adfi\u00adcant\u00adly exceeds pre\u00advious upheavals.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
The invisible part of the purchasing process<\/strong><\/h3>\nThis is whe\u00adre the image of the ice\u00adberg helps. Abo\u00adve the sur\u00adface of the water, the pro\u00advi\u00adder sees what he has always seen: the inquiry, the initi\u00adal mee\u00adting, a ten\u00adder or the invi\u00adta\u00adti\u00adon to sub\u00admit an offer. The thin\u00adking of many sales orga\u00adniza\u00adti\u00adons is based on this visi\u00adble top.<\/p>\n
Beneath the sur\u00adface, howe\u00adver, a lot has alre\u00ada\u00addy hap\u00adpen\u00aded at this point: a need has been iden\u00adti\u00adfied, infor\u00adma\u00adti\u00adon has been coll\u00adec\u00adted, solu\u00adti\u00adons have been exami\u00adned, pro\u00advi\u00adders have been rese\u00adar\u00adched and com\u00adpared, web\u00adsites, refe\u00adren\u00adces and cus\u00adto\u00admer tes\u00adti\u00admo\u00adni\u00adals have been eva\u00adlua\u00adted. This resul\u00adted in a long\u00adlist and final\u00adly a much smal\u00adler short\u00adlist. Only then are indi\u00advi\u00addu\u00adal pro\u00advi\u00adders cont\u00adac\u00adted at all.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
![](\"data:image\/svg+xml,%3Csvg%20xmlns%3D%27http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg%27%20width%3D%27800%27%20height%3D%27450%27%20viewBox%3D%270%200%20800%20450%27%3E%3Crect%20width%3D%27800%27%20height%3D%27450%27%20fill-opacity%3D%220%22%2F%3E%3C%2Fsvg%3E\" "\\"2026\u201307-20_Blogbeitrag_B2B")
<\/span><\/div>\nThe cen\u00adtral insight is as simp\u00adle as it is uncom\u00adfor\u00adta\u00adble:\n
a com\u00adpa\u00adny can lose a con\u00adtract that\n it never knew existed.<\/strong>\n<\/span>\n<\/div>\n<\/div><\/div><\/div><\/div>\n
Many participants, many perspectives<\/h2>\n\n
B2B purcha\u00adsing decis\u00adi\u00adons are rare\u00adly made by a sin\u00adgle per\u00adson. Depen\u00adding on the scope, manage\u00adment, spe\u00adcia\u00adlist depart\u00adments, purcha\u00adsing, IT, data pro\u00adtec\u00adtion, con\u00adtrol\u00adling, future users and exter\u00adnal con\u00adsul\u00adtants can be invol\u00adved. Each role looks at a ven\u00addor from a dif\u00adfe\u00adrent per\u00adspec\u00adti\u00adve and asks dif\u00adfe\u00adrent questions. <\/p>\n\n
\n
\n
Specialist Department<\/h4>\n
Looks for the best tech\u00adni\u00adcal solu\u00adti\u00adon for the spe\u00adci\u00adfic problem.<\/p>\n <\/div>\n
\n
Purchasing<\/h4>\n
Asses\u00adses com\u00adpa\u00adra\u00adbi\u00adli\u00adty, pri\u00adces and risks.<\/p>\n <\/div>\n
\n
IT<\/h4>\n
Pay atten\u00adti\u00adon to secu\u00adri\u00adty and inte\u00adgra\u00adti\u00adon capability.<\/p>\n <\/div>\n
\n
Management<\/h4>\n
Asks about bene\u00adfits and cost-effectiveness.<\/p>\n <\/div>\n
\n
Later users<\/h4>\n
Search for the expe\u00adri\u00aden\u00adces of other users.<\/p>\n <\/div>\n <\/div>\n\n
The\u00adse per\u00adspec\u00adti\u00adves give rise to num\u00ade\u00adrous digi\u00adtal cont\u00adact points and eva\u00adlua\u00adti\u00adon situa\u00adtions that tra\u00addi\u00adtio\u00adnal sales often do not even know about and can only influence to a limi\u00adt\u00aded extent.<\/p>\n\n
This digi\u00adta\u00adliza\u00adti\u00adon is not new: sup\u00adpli\u00ader por\u00adtals, elec\u00adtro\u00adnic ten\u00adders, ERP sys\u00adtems and e\u2011procurement plat\u00adforms have long sin\u00adce stan\u00addar\u00addi\u00adzed pro\u00adcu\u00adre\u00adment and made it more data-based. Arti\u00adfi\u00adci\u00adal intel\u00adli\u00adgence now forms the next stage \u2013 and inter\u00adven\u00ades at the core of the decis\u00adi\u00adon: in the rese\u00adarch, eva\u00adlua\u00adti\u00adon, sel\u00adec\u00adtion and recom\u00admen\u00adda\u00adti\u00adon of providers. <\/p>\n<\/div><\/div><\/div><\/div><\/div>
\n
Many participants, many perspectives<\/h2>\n\n
B2B purcha\u00adsing decis\u00adi\u00adons are rare\u00adly made by a sin\u00adgle per\u00adson. Depen\u00adding on the scope, manage\u00adment, spe\u00adcia\u00adlist depart\u00adments, purcha\u00adsing, IT, data pro\u00adtec\u00adtion, con\u00adtrol\u00adling, future users and exter\u00adnal con\u00adsul\u00adtants can be invol\u00adved. Each role looks at a ven\u00addor from a dif\u00adfe\u00adrent per\u00adspec\u00adti\u00adve and asks dif\u00adfe\u00adrent questions. <\/p>\n\n
\n
\n
Specialist Department<\/h4>\n
Looks for the best tech\u00adni\u00adcal solu\u00adti\u00adon for the spe\u00adci\u00adfic problem.<\/p>\n <\/div>\n
\n
Purchasing<\/h4>\n
Asses\u00adses com\u00adpa\u00adra\u00adbi\u00adli\u00adty, pri\u00adces and risks.<\/p>\n <\/div>\n
\n
IT<\/h4>\n
Pay atten\u00adti\u00adon to secu\u00adri\u00adty and inte\u00adgra\u00adti\u00adon capability.<\/p>\n <\/div>\n
\n
Management<\/h4>\n
Asks about bene\u00adfits and cost-effectiveness.<\/p>\n <\/div>\n
\n
Later users<\/h4>\n
Search for the expe\u00adri\u00aden\u00adces of other users.<\/p>\n <\/div>\n <\/div>\n\n
The\u00adse per\u00adspec\u00adti\u00adves give rise to num\u00ade\u00adrous digi\u00adtal cont\u00adact points and eva\u00adlua\u00adti\u00adon situa\u00adtions that tra\u00addi\u00adtio\u00adnal sales often do not even know about and can only influence to a limi\u00adt\u00aded extent.<\/p>\n\n
This digi\u00adta\u00adliza\u00adti\u00adon is not new: sup\u00adpli\u00ader por\u00adtals, elec\u00adtro\u00adnic ten\u00adders, ERP sys\u00adtems and e\u2011procurement plat\u00adforms have long sin\u00adce stan\u00addar\u00addi\u00adzed pro\u00adcu\u00adre\u00adment and made it more data-based. Arti\u00adfi\u00adci\u00adal intel\u00adli\u00adgence now forms the next stage \u2013 and inter\u00adven\u00ades at the core of the decis\u00adi\u00adon: in the rese\u00adarch, eva\u00adlua\u00adti\u00adon, sel\u00adec\u00adtion and recom\u00admen\u00adda\u00adti\u00adon of providers. <\/p>\n<\/div><\/div><\/div><\/div><\/div>
AI becomes a shopping assistant<\/strong><\/h3>\nThis deve\u00adlo\u00adp\u00adment is not a visi\u00adon for a distant deca\u00adde, but is alre\u00ada\u00addy taking place today. AI sys\u00adtems rese\u00adarch pro\u00advi\u00adders for a spe\u00adci\u00adfic task, struc\u00adtu\u00adre requi\u00adre\u00adments, compa\u00adre solu\u00adti\u00adons, crea\u00adte pro\u00advi\u00adder lists, eva\u00adlua\u00adte refe\u00adren\u00adces and compa\u00adre advan\u00adta\u00adges and dis\u00adad\u00advan\u00adta\u00adges. You can also prepa\u00adre ques\u00adti\u00adons for ven\u00addor appoint\u00adments and draft decis\u00adi\u00adon templates.<\/p>\n
With so-cal\u00adled AI agents, this pro\u00adcess is auto\u00adma\u00adted even more. In the future, such sys\u00adtems will search for sui\u00adta\u00adble pro\u00advi\u00adders more and more inde\u00adpendent\u00adly, check them on the basis of defi\u00adned cri\u00adte\u00adria and ulti\u00adm\u00adate\u00adly recom\u00admend only a small, pre-fil\u00adte\u00adred sel\u00adec\u00adtion. The human then no lon\u00adger deci\u00addes from the enti\u00adre mar\u00adket, but from what the AI pres\u00adents to him.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
\n
\n This rai\u00adses a ques\u00adti\u00adon that tou\u00adch\u00ades on the core of many sales strategies:<\/div>\n
\n How are you going to con\u00advin\u00adce a buy\u00ader if you are not even sug\u00adgested by their AI assistant ?<\/div>\n
<\/span>\n<\/div>\n<\/div><\/div><\/div><\/div>Why trust and references are decisive<\/strong><\/h3>\nThe more com\u00adplex a pro\u00adduct or ser\u00advice is, the more dif\u00adfi\u00adcult it is to assess befo\u00adre buy\u00ading it \u2013 and the more important cre\u00addi\u00adble evi\u00addence beco\u00admes. Gene\u00adral adver\u00adti\u00adsing state\u00adments tend to gene\u00adra\u00adte skep\u00adti\u00adcism in B2B. Decis\u00adi\u00adon-makers want to know spe\u00adci\u00adfi\u00adcal\u00adly what pro\u00adblems a pro\u00advi\u00adder has alre\u00ada\u00addy sol\u00adved and what expe\u00adri\u00aden\u00adces other cus\u00adto\u00admers have had. Case stu\u00addies, refe\u00adrence reports, eva\u00adlua\u00adtions and com\u00adpre\u00adhen\u00adsi\u00adble results redu\u00adce uncer\u00adtain\u00adty and crea\u00adte trust.<\/p>\n
One point that is often over\u00adloo\u00adked is cru\u00adcial: it is no lon\u00adger just about the effect on peo\u00adp\u00adle. Visi\u00adble, cle\u00adar\u00adly struc\u00adtu\u00adred cus\u00adto\u00admer expe\u00adri\u00aden\u00adces also help search engi\u00adnes and AI sys\u00adtems to cor\u00adrect\u00adly clas\u00adsi\u00adfy a pro\u00advi\u00adder and include it in recom\u00admen\u00adda\u00adti\u00adons. Good work alo\u00adne is the\u00adr\u00ade\u00adfo\u00adre no lon\u00adger enough \u2013 the posi\u00adti\u00adve expe\u00adri\u00aden\u00adces of your cus\u00adto\u00admers must also be visi\u00adble and findable, other\u00adwi\u00adse they sim\u00adply do not exist at the decisi\u00adve moment.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
Why declining inquiries are misinterpreted<\/h3>\n
If the num\u00adber of inqui\u00adries decrea\u00adses, the most com\u00admon reac\u00adtion is to ramp up visi\u00adble sales: more cold cal\u00adling, addi\u00adtio\u00adnal cam\u00adpaigns, hig\u00adher adver\u00adti\u00adsing bud\u00adgets, new tools, stric\u00adter tar\u00adgets. All of this can be useful in indi\u00advi\u00addu\u00adal cases. Howe\u00adver, the\u00adse mea\u00adsu\u00adres do not sol\u00adve the real pro\u00adblem if a com\u00adpa\u00adny falls out of the sel\u00adec\u00adtion befo\u00adre the first cont\u00adact. You can\u2019t win an offer you\u2019\u00adve never been invi\u00adted to.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
\nThe con\u00adnec\u00adtion can be cle\u00adar\u00adly for\u00admu\u00adla\u00adted:\n
If you only opti\u00admi\u00adze visi\u00adble sales,\n you may only be working at the tip of the ice\u00adberg \u2013 and over\u00adloo\u00adking the much\nlar\u00adger part below.<\/strong>\n<\/span>\n<\/div>\n<\/div><\/div><\/div><\/div>The blind spot: danger and opportunity at the same time<\/h3>\n
The blind spot is that many com\u00adpa\u00adnies sim\u00adply don\u2019t see the cru\u00adcial part of the pro\u00adcess. They don\u2019t know which sear\u00adches they don\u2019t even show up on, which topics they are mis\u00adclas\u00adsi\u00adfied on, or what infor\u00adma\u00adti\u00adon poten\u00adti\u00adal cus\u00adto\u00admers are miss\u00ading. Nor do they know why com\u00adpe\u00adti\u00adtors are recom\u00admen\u00added more often, what doubts pro\u00ads\u00adpects deve\u00adlop, how many short\u00adlists they are alre\u00ada\u00addy miss\u00ading from, and how search engi\u00adnes and AI sys\u00adtems descri\u00adbe their company.<\/p>\n
If this blind spot per\u00adsists, the con\u00adse\u00adquen\u00adces will be noti\u00adceable: fewer enqui\u00adries, rising acqui\u00adsi\u00adti\u00adon cos\u00adts, gro\u00adwing pri\u00adce pres\u00adsu\u00adre and a cree\u00adping loss of mar\u00adket share. The tri\u00adcky thing about this is that this deve\u00adlo\u00adp\u00adment goes unno\u00adti\u00adced for a long time \u2013 until it can no lon\u00adger be over\u00adloo\u00adked in the figures.<\/p>\n
Howe\u00adver, this is pre\u00adcis\u00ade\u00adly whe\u00adre the oppor\u00adtu\u00adni\u00adty lies. Com\u00adpa\u00adnies that unco\u00adver their blind spot can shar\u00adpen their posi\u00adtio\u00adning, build rele\u00advant con\u00adtent, sys\u00adte\u00adma\u00adti\u00adcal\u00adly use cus\u00adto\u00admer voices and make trust visi\u00adble \u2013 for humans, search engi\u00adnes and AI. They beco\u00adme findable and com\u00adpel\u00adling whe\u00adre decis\u00adi\u00adons are being pre\u00adpared, and gain an edge over com\u00adpe\u00adti\u00adtors who con\u00adti\u00adnue to unde\u00adre\u00adsti\u00adma\u00adte change.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
The wave is already here<\/h3>\n
It would be con\u00adve\u00adni\u00adent to dis\u00admiss this deve\u00adlo\u00adp\u00adment as a future sce\u00adna\u00adrio. But the wave is no lon\u00adger coming \u2013 it is alre\u00ada\u00addy here, in the midd\u00adle of ongo\u00ading pro\u00adcu\u00adre\u00adment pro\u00adces\u00adses in which pro\u00advi\u00adders are alre\u00ada\u00addy being found or not being found. What makes it so powerful is the speed of AI deve\u00adlo\u00adp\u00adment: tech\u00adni\u00adcal pos\u00adsi\u00adbi\u00adli\u00adties and user beha\u00advi\u00ador chan\u00adge in par\u00adal\u00adlel and rein\u00adforce each other. Humans get used to using AI for rese\u00adarch, com\u00adpa\u00adri\u00adsons and decis\u00adi\u00adons sur\u00adpri\u00adsin\u00adgly quickly.<\/p>\n
For com\u00adpa\u00adnies, this means a clear cross\u00adroads: they can igno\u00adre the deve\u00adlo\u00adp\u00adment until it over\u00adw\u00adhelms them \u2013 or learn to use the wave and thus posi\u00adti\u00adon them\u00adsel\u00adves for the future. The urgen\u00adcy is real, not as sca\u00adre\u00admon\u00adge\u00adring, but as a sober state\u00adment: the peri\u00adod in which a head start is still easy to work out is get\u00adting smal\u00adler with every month.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
Self-check: Do you know your blind spot?<\/h3>\n
Befo\u00adre you read on, take a moment and honest\u00adly check how well you know the invi\u00adsi\u00adble part of your own shop\u00adping pro\u00adcess. Do you know how poten\u00adti\u00adal cus\u00adto\u00admers are loo\u00adking for solu\u00adti\u00adons like yours today \u2013 and whe\u00adther your com\u00adpa\u00adny even appears in this rese\u00adarch? Is it clear which pro\u00adblems you are sol\u00adving for which tar\u00adget groups, and do you have visi\u00adble, cre\u00addi\u00adble cus\u00adto\u00admer voices and con\u00adcre\u00adte refe\u00adren\u00adces? Can search engi\u00adnes and AI sys\u00adtems cor\u00adrect\u00adly clas\u00adsi\u00adfy your offer, and do you know how to descri\u00adbe and recom\u00admend your busi\u00adness? Final\u00adly, do you know the reasons why pro\u00ads\u00adpects don\u2019t ask you \u2013 and do you have a sys\u00adte\u00adma\u00adtic pro\u00adcess for under\u00adstan\u00adding and lever\u00adaging cus\u00adto\u00admer experiences?<\/p>\n<\/div><\/div><\/div><\/div><\/div>
\n
\u2713 Self-check<\/div>\n \n
\n
\u2610<\/span>\n Do you know how poten\u00adti\u00adal cus\u00adto\u00admers are loo\u00adking for solu\u00adti\u00adons like yours today?<\/span><\/div>\n \n \n
\u2610<\/span>\n Do you know if your com\u00adpa\u00adny even\n appears in this research?<\/span><\/div>\n \n \n
\u2610<\/span>\n Is it clear which pro\u00adblems you are sol\u00adving for which tar\u00adget groups ?<\/span><\/div>\n \n \n
\u2610<\/span>\n Do you have visi\u00adble and cre\u00addi\u00adble cus\u00adto\u00admer voices?<\/span><\/div>\n \n \n
\u2610<\/span>\n Can inte\u00adres\u00adted par\u00adties find con\u00adcre\u00adte refe\u00adren\u00adces and results?<\/span><\/div>\n \n \n
\u2610<\/span>\n Can search engi\u00adnes and AI sys\u00adtems clas\u00adsi\u00adfy your offer correctly ?<\/span><\/div>\n \n \n
\u2610<\/span>\n Do you know how your com\u00adpa\u00adny is descri\u00adbed and\n recom\u00admen\u00added by AI systems?<\/span><\/div>\n \n \n
\u2610<\/span>\n Do you know the reasons why inte\u00adres\u00adted par\u00adties don\u2019t ask you?<\/span><\/div>\n \n \n
\u2610<\/span>\n Do you have a sys\u00adte\u00adma\u00adtic pro\u00adcess for under\u00adstan\u00adding\n and lever\u00adaging cus\u00adto\u00admer experiences?<\/span><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>The more often you hesi\u00adta\u00adte to ask the\u00adse ques\u00adti\u00adons, the grea\u00adter the likeli\u00adhood that your blind spot is alre\u00ada\u00addy having an effect \u2013 and at the same time, the grea\u00adter the poten\u00adti\u00adal you can leverage.<\/p>\n
The decisive question for your future<\/h3>\n
The decisi\u00adve ques\u00adti\u00adon is the\u00adr\u00ade\u00adfo\u00adre no lon\u00adger just: How well does your sales depart\u00adment sell? It is: Will your com\u00adpa\u00adny still be found, cor\u00adrect\u00adly clas\u00adsi\u00adfied and recom\u00admen\u00added as a trust\u00adwor\u00adt\u00adhy pro\u00advi\u00adder in the new B2B purcha\u00adsing pro\u00adcess? And more important\u00adly, do you know your own blind spot \u2013 or are you alre\u00ada\u00addy losing poten\u00adti\u00adal cus\u00adto\u00admers wit\u00adhout even rea\u00adli\u00adzing it?<\/p>\n
This is exact\u00adly what we should be tal\u00adking about. We have now deve\u00adlo\u00adped extre\u00adme\u00adly powerful solu\u00adti\u00adons with which com\u00adpa\u00adnies can unco\u00adver their blind spot and streng\u00adthen their digi\u00adtal visi\u00adbi\u00adli\u00adty, their cus\u00adto\u00admer voices and their rele\u00advan\u00adce for peo\u00adp\u00adle, search engi\u00adnes and AI sys\u00adtems in a tar\u00adge\u00adted man\u00adner \u2013 from stra\u00adte\u00adgic ana\u00adly\u00adsis to con\u00adcre\u00adte implementation.<\/p>\n
The blind spot can beco\u00adme an exis\u00adten\u00adti\u00adal thre\u00adat \u2013 but it can also be exact\u00adly the oppor\u00adtu\u00adni\u00adty that will lead your com\u00adpa\u00adny safe\u00adly and suc\u00adcessful\u00adly into the future. What are you wai\u00adting for? The chan\u00adge is alre\u00ada\u00addy here \u2013 and due to the rapid deve\u00adlo\u00adp\u00adment of AI, the\u00adre is less and less time to prepa\u00adre for and pro\u00adtect it.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
\n
\n \ud83d\udca1
Key takeaways<\/strong><\/div>\n \n \n
\n
<\/span>\n\u2713The chan\u00adge in shop\u00adping beha\u00advi\u00ador is not just a B2C issue \u2013 even in B2B\n, decis\u00adi\u00adon-makers are rese\u00adar\u00adching digi\u00adtal\u00adly and incre\u00adasing\u00adly with AI sup\u00adport befo\u00adre\n per\u00adso\u00adnal cont\u00adact is estab\u00adlished.<\/span> <\/div>\n \n \n
<\/span>\n\u2713The request is only the tip of the ice\u00adberg: the cru\u00adcial part of the\n Sel\u00adec\u00adtion is invi\u00adsi\u00adble \u2013 you can lose an order wit\u00adhout ever kno\u00adwing about\n it.<\/span> <\/div>\n \n \n
<\/span>\n\u2713AI is mas\u00adsi\u00adve\u00adly acce\u00adle\u00adra\u00adting chan\u00adge and beco\u00adming a shop\u00adping assistant. Anyo\u00adne who is not sug\u00adgested by the\n AI assistant is out\n of the ques\u00adti\u00adon for the buy\u00ader.<\/span> <\/div>\n \n \n
<\/span>\n\u2713Visi\u00adble refe\u00adren\u00adces, cus\u00adto\u00admer tes\u00adti\u00admo\u00adni\u00adals and trust are decisi\u00adve \u2013 for peo\u00adp\u00adle\n as well as for search engi\u00adnes and AI sys\u00adtems.<\/span> <\/div>\n \n \n
<\/span>\n\u2713The blind spot is both a dan\u00adger and an oppor\u00adtu\u00adni\u00adty. Tho\u00adse who reco\u00adgni\u00adze it and act actively\n gain a decisi\u00adve advan\u00adta\u00adge.<\/span> <\/div>\n \n \n
<\/span>\n\u2713Get advice and do a pro\u00adfes\u00adsio\u00adnal check \u2013\n time is of the essence!<\/span> <\/div>\n <\/div>\n \n \n What are you wai\u00adting for? The chan\u00adge is alre\u00ada\u00addy here \u2013 and due to the rapid\n deve\u00adlo\u00adp\u00adment of AI, the\u00adre is less and less time to prepa\u00adre for and pro\u00adtect it. <\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>
<\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"
The inquiry is just the tip of the ice\u00adberg \u2013 the cru\u00adcial part of B2B buy\u00ading today is digi\u00adtal and AI-powered befo\u00adre your sales depart\u00adment comes into play.<\/p>\n","protected":false},"author":20,"featured_media":4449,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","wp_typography_post_enhancements_disabled":false,"footnotes":""},"categories":[1],"tags":[53,54,55,56],"class_list":["post-4416","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-nicht-kategorisiert","tag-ai","tag-ai-phone-agent","tag-ai-telephony","tag-ai-voice-agent"],"_links":{"self":[{"href":"https:\/\/comcare360.de\/en\/wp-json\/wp\/v2\/posts\/4416","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/comcare360.de\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/comcare360.de\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/comcare360.de\/en\/wp-json\/wp\/v2\/users\/20"}],"replies":[{"embeddable":true,"href":"https:\/\/comcare360.de\/en\/wp-json\/wp\/v2\/comments?post=4416"}],"version-history":[{"count":7,"href":"https:\/\/comcare360.de\/en\/wp-json\/wp\/v2\/posts\/4416\/revisions"}],"predecessor-version":[{"id":4481,"href":"https:\/\/comcare360.de\/en\/wp-json\/wp\/v2\/posts\/4416\/revisions\/4481"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/comcare360.de\/en\/wp-json\/wp\/v2\/media\/4449"}],"wp:attachment":[{"href":"https:\/\/comcare360.de\/en\/wp-json\/wp\/v2\/media?parent=4416"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/comcare360.de\/en\/wp-json\/wp\/v2\/categories?post=4416"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/comcare360.de\/en\/wp-json\/wp\/v2\/tags?post=4416"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
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