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5 things you need to know about B2B sales
today
Customers are complex
A typical firm with 100 - 500 employees, average of 7 people are involved in most buying decisionGartner Group
Stakeholders MapTool #1
Customers are busyB2B technology buyers receive an average of 6 phone calls and 14 emails per day from vendors. 10.5% of phone calls and 9% of emails from new vendors are returned.IDC, “2012 Buyer Experience Survey”, 2012
Account Entry Strategy with Social
Tool #2
Customers are socialSocial media sources of information are used by more than 70% of B2B decision makers.Forrester, “Listening and Engaging in the Digital Marketing Age”, 2012
Customers completed nearly 60% of a typical purchasing decision before even having a conversation with a supplier.Brent Adamson, Matthew Dixon, and Nicholas Toman in Harvard Business Review, “The End of Solution Sales”, 2012
Social SellingTool #3
Does your sale team
Focus of power
Focus of dissatisfaction
Focus of receptivity
Effectively navigate through complex enterprise organization.
Understand stakeholders map within organizations
1
2
Keep connected and influencing stakeholders with effective use of social media
3
Customer buys what they want
SPIN Selling
Customers place a higher value n what they say an what they conclude than they do on what they are told. Customers place higher value on what they request than they do on what I freely offeredHuthwaite, “SPIN 2.0 – Principles of Communications”, 2012
Tool #4
Customer can make “No decision”
Managing consequences
26.1% of forecasted deals result “No decision” Win rates for forecast deals was 46.5%
CSOInsights, “Learn How to Sell in a Buying 2.0 World”, 2013
Tool #5
Need
Cost
Benefi
t
Value
Understand how to drive value using appropriate sales methodologies
4
Understand how to manage consequences and mitigate risk of “no decision”
5
Do your team…
But the most critical questions are…
What is the customer problem you can solve? What is the solution you, and only you, can provide to solve the problem?
kazuya.nakamura@qeuep.co
mhttp://www.qeuep.com
+65 93271971
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