B2B selling requires a new way of selling. You need to adapt the way of selling to the new way of buying. You need to work on a sales approach that does work. Focus on the Do’s and unlearn the Don’ts to transform your mindset about selling effectively B2B in this decade
An increase in stakeholders involved in purchasing decisions is in favor of the new way of selling
In the past, success in sales depended very heavily on the salesperson’s sales acumen. Although Sales Acumen is still needed, to make a difference and add value to the customer conversation you need to be able to talk business. To be a top salesperson now your Business Acumen supersedes your Sales Acumen.
Salespeople need to realize that the customer’s expectation of what type of value you bring to the meeting has changed.
In the new way of selling you do not hope for your prospective customer’s dissatisfaction. Read on what new selling skills you need to be successful in the new year.
A strong message from B2B customers: If you don’t adapt your way of selling, you may be in trouble soon.
A Stop-doing list will automatically steer you in the right direction of change because you are giving something up that can be replaced with something new. Read on how a stop-doing list is also very helpful in your journey of becoming a Trusted Advisor.
Sometimes we are looking at the wrong part of a process to find improvements. In the new way of selling a focus on the opening rather than the closing part of the sales process is needed.
Feeling overwhelmed with data? Are your current added values no longer working? Are your pressured on price? Read on, it’s time to focus on the new way of selling.
Previous sales generations were the source of information. The buyers have moved on and turned knowledge to their advantage. Have you moved on?
How does your selling approach look like? Is it still working well enough? Or is there something that needs to change? And if so, what needs to change? Maybe it is time to have a good look into the mirror….
Customers have changed the way they are buying. So we need to change the way we are selling. Find out what exactly needs to change to stay relevant to the buyers.
Many salespeople are waiting for a sales enablement platform to help them with insights. However, what many salespeople do not realize enough is that for two types of insights you don’t have to go to any Sales Enablement tool. Read on how you can use your own experience to find and share insights buyers are usually really keen to listen to
The customers’expectation on how we sell have changed. We cannot stand still and need to adapt to their new buying behavior.
The #1 reason prospects say NO to a meeting with you, is because they assume you are going to waste their time. Time is money. If they agree to spend 20 minutes with you they would like to get some value in return. How to secure your next appointment with your prospect?
Today’s business buyers are increasingly self-directed: 60% prefer not to interact with a sales rep as the primary source of information; 68% prefer to research on their own, online; and 62% say they can now develop selection criteria or finalize a vendor list — based solely on digital content. How can you ensure your time at your prospect’s table?