Categories: Sales Conversation | Sales Process
There are many sales organizations that are focused on ways to arm sellers in the new B2B buying process. Research from SiriusDecisions shows that nearly 70% of the buying process is done digitally. By the time these buyers speak to a salesperson, they aren’t interested in having a conversation. They’re ready for price quotes. This buying process shift makes a lot of salespeople nervous. It shouldn’t. Think of it as a positive; they’re interested!
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Categories: Sales Conversation | Sales Process
In B2B complex sales, every prospect account in your pipeline involves critical factors that will turn that open opportunity into a closed deal. If you can’t uncover those key components in your sales conversations, you’ll struggle to get that signed contract. Before you make your next sales call, ready yourself to command your message.
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Categories: Sales Process
Sellers hate to lose. They have a competitive nature, and giving up a deal just isn’t in their DNA. But sometimes, as a seller, you have to know when to walk away. We talk a lot about using Customer Verifiable Outcomes to build qualification into the sales process. These buying indicators help provide your sellers with the necessary information to advance the opportunity to the next stage of the buying process. They may include things like (1) the organization has to invest resources around a new product or a recent acquisition, or (2) your prospects may have documented pain points that they’re under pressure to correct.
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Categories: Sales Process
An effective sales process maps to and facilitates your customer’s buying process. Don’t assume that one size fits all. It’s likely that your market has different segments of buyers, and these segments have different needs. As a sales leader, make sure that your sales process is on target to align with the needs of your buyers.
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Categories: Sales Process
An effective sales process hinges on how well it’s aligned to your customer’s buying process. Building this alignment with customer Verifiable Outcomes shortens the sales cycle and improves your win-rate. Customer Verifiable Outcomes build qualification into the sales process, and allow sellers to qualify opportunities based on what the customer is doing at a particular buying stage.
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Categories: Sales Process
To truly understand procurement, you’ve got to understand where they come from. They’ve likely been to the same negotiating trainings as you. They’re experienced and they know all the tactics sellers use. They recognize Seller 101 and if they feel they are being manipulated, they’re going to put up the walls. When in doubt, they default to price.
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