{"id":50814,"date":"2022-06-01T12:12:41","date_gmt":"2022-06-01T17:12:41","guid":{"rendered":"https:\/\/pros.com\/?post_type=pros_news&#038;p=50814"},"modified":"2025-04-22T20:15:38","modified_gmt":"2025-04-22T20:15:38","slug":"the-new-abcs-of-b2b-selling-always-be-consulting","status":"publish","type":"news","link":"https:\/\/pros.com\/de\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/","title":{"rendered":"Die neuen ABCs des B2B-Verkaufs: Immer beratend t\u00e4tig sein"},"content":{"rendered":"<p>In B2B-Umgebungen haben K\u00e4ufer heute die meiste Macht in der Kauf-\/Verkaufsbeziehung. Sie sind mit mehr Informationen ausgestattet und darauf bedacht, die beste Erfahrung auf ihrem Weg zum Kauf zu machen. In der Tat, laut\u00a0<a class=\"color-link\" title=\"https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/b2b-sales-omnichannel-everywhere-every-time\" href=\"https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/b2b-sales-omnichannel-everywhere-every-time\" target=\"_blank\" rel=\"nofollow noopener noreferrer\" data-ga-track=\"ExternalLink:https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/b2b-sales-omnichannel-everywhere-every-time\" aria-label=\"McKinsey\">McKinsey<\/a>B2B-Eink\u00e4ufer sind mehr denn je bereit, viel Geld \u00fcber externe Kan\u00e4le auszugeben.<\/p>\n<p>Diese Verschiebung in der Beziehung mag den Anschein erwecken, dass der B2B-Verk\u00e4ufer in die Bedeutungslosigkeit abrutscht. K\u00e4ufer werden jedoch nicht alles online und unabh\u00e4ngig voneinander kaufen, was bedeutet, dass es f\u00fcr B2B-Verk\u00e4ufer immer noch viele M\u00f6glichkeiten gibt, einen bedeutenden Einfluss auf den Omnichannel-Vertrieb auszu\u00fcben.<\/p>\n<p>&nbsp;<\/p>\n<p><a class=\"pill-button\" href=\"https:\/\/www.forbes.com\/sites\/forbestechcouncil\/2022\/06\/01\/the-new-abcs-of-b2b-selling-always-be-consulting\/?sh=152e8687774d\" target=\"_blank\" rel=\"noopener\">Den ganzen Artikel lesen<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>In B2B settings, buyers now have most of the power in the buy\/sell relationship, armed with more information and keen on getting the best experience in their purchasing journey. In fact, according to\u00a0McKinsey, B2B buyers are more willing than ever to spend big through remote channels. This shift in the relationship may make it seem [&hellip;]<\/p>","protected":false},"featured_media":0,"template":"","meta":{"_acf_changed":false,"inline_featured_image":false},"news-type":[20],"class_list":["post-50814","news","type-news","status-publish","hentry","news-type-pros-in-the-news"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v23.8 (Yoast SEO v24.7) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The New ABCs Of B2B Selling: Always Be Consulting<\/title>\n<meta name=\"description\" content=\"In today\u2019s increasingly digital market, the new ABC to follow is \u201calways be consulting.\u201d Here are a few tips to get you started.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/pros.com\/de\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/\" \/>\n<meta property=\"og:locale\" content=\"de_DE\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The New ABCs Of B2B Selling: Always Be Consulting\" \/>\n<meta property=\"og:description\" content=\"In today\u2019s increasingly digital market, the new ABC to follow is \u201calways be consulting.\u201d Here are a few tips to get you started.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/pros.com\/de\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/\" \/>\n<meta property=\"og:site_name\" content=\"PROS\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/PROSInc\" \/>\n<meta property=\"article:modified_time\" content=\"2025-04-22T20:15:38+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/pros.com\/wp-content\/uploads\/2025\/05\/PROS_logo_512x512.png\" \/>\n\t<meta property=\"og:image:width\" content=\"512\" \/>\n\t<meta property=\"og:image:height\" content=\"512\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:site\" content=\"@PROS_Inc\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"1\u00a0Minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/pros.com\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/\",\"url\":\"https:\/\/pros.com\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/\",\"name\":\"The New ABCs Of B2B Selling: Always Be Consulting\",\"isPartOf\":{\"@id\":\"https:\/\/pros.com\/#website\"},\"datePublished\":\"2022-06-01T17:12:41+00:00\",\"dateModified\":\"2025-04-22T20:15:38+00:00\",\"description\":\"In today\u2019s increasingly digital market, the new ABC to follow is \u201calways be consulting.\u201d Here are a few tips to get you started.\",\"breadcrumb\":{\"@id\":\"https:\/\/pros.com\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/#breadcrumb\"},\"inLanguage\":\"de\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/pros.com\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/pros.com\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/pros.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"News\",\"item\":\"https:\/\/pros.com\/news\/\"},{\"@type\":\"ListItem\",\"position\":3,\"name\":\"The New ABCs Of B2B Selling: Always Be Consulting\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/pros.com\/#website\",\"url\":\"https:\/\/pros.com\/\",\"name\":\"PROS\",\"description\":\"AI-Powered CPQ, Dynamic Pricing, &amp; 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