New skills for New Business selling
The world has changed …. Now we are in the era of Insight selling
Many of the people I have worked with have learnt a varety of selling styles in the past. This is itself means that in many teams there are variations of approaches to the market. That has it strengths but customers have radically departed from the old ways of buying, & organisations are increasingly finding that there are even generational shifts that are fundementally changing the B2B Buyer - Seller Dynamics.
Customers are coming to the table armed to the teeth with a deep understanding of their problem & a well-scoped RFP for a solution. It’s turning many of our sales conversations into fulfilment conversations. In fact Buyers today typically interact with a supplier's digital channels before even accepting a sales meeting.
We must learn to engage customers much earlier, well before customers fully understand their own needs & it is even more important than ever for Marketing & Sales strategies to be aligned & and to operate from a unified data set.
Older style Solution selling is no longer an effective sales method in light of customer access to good information. Buyers value a more Consultative | Collaborative & Efficient Sales Process & suprisingly this has increased the amount of time it takes to make a decision. Most buyers agreed that the average buying cycle has increased in time considerably over the last 24months . They now expect more frequent touchpoints & bring more stakeholders to the evaluation process. I can bring with me the neccesary tech-savy, value based experiences that these new-age buyers are looking for, combined with an approach that reflects the world around us.
Many of the people I have worked with have learnt a varety of selling styles in the past. This is itself means that in many teams there are variations of approaches to the market. That has it strengths but customers have radically departed from the old ways of buying, & organisations are increasingly finding that there are even generational shifts that are fundementally changing the B2B Buyer - Seller Dynamics.
Customers are coming to the table armed to the teeth with a deep understanding of their problem & a well-scoped RFP for a solution. It’s turning many of our sales conversations into fulfilment conversations. In fact Buyers today typically interact with a supplier's digital channels before even accepting a sales meeting.
We must learn to engage customers much earlier, well before customers fully understand their own needs & it is even more important than ever for Marketing & Sales strategies to be aligned & and to operate from a unified data set.
Older style Solution selling is no longer an effective sales method in light of customer access to good information. Buyers value a more Consultative | Collaborative & Efficient Sales Process & suprisingly this has increased the amount of time it takes to make a decision. Most buyers agreed that the average buying cycle has increased in time considerably over the last 24months . They now expect more frequent touchpoints & bring more stakeholders to the evaluation process. I can bring with me the neccesary tech-savy, value based experiences that these new-age buyers are looking for, combined with an approach that reflects the world around us.