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5 things you need to know about B2B sales today

5 things you need to know about B2B sales today

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Page 1: 5 things you need to know about B2B sales today

5 things you need to know about B2B sales

today

Page 2: 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

Page 3: 5 things you need to know about B2B sales today

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

Page 4: 5 things you need to know about B2B sales today

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

Page 5: 5 things you need to know about B2B sales today

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

Page 6: 5 things you need to know about B2B sales today

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

Page 7: 5 things you need to know about B2B sales today

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

Page 8: 5 things you need to know about B2B sales today

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…

Page 9: 5 things you need to know about B2B sales today

But the most critical questions are…

Page 10: 5 things you need to know about B2B sales today

What is the customer problem you can solve? What is the solution you, and only you, can provide to solve the problem?

Page 11: 5 things you need to know about B2B sales today

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