Do B2B selling methodologies have to change due to globalization?

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Recent technology developments have done wonderful things for B2B selling: globalization. Through our ever-improving ability to communicate with current and prospective clients across the globe, we can expand our reach, enabling our businesses to grow and thrive. At the same time, though, these achievements create a need for us to revise our solution selling methodology in such a way that we can meet complex customer needs while simplifying the sales process. In order to help you find success with long-distance opportunities, here's a look at three key elements of the modern solution selling methodology that can help you to reach and exceed your sales quotas. Research Today's B2B customers are more knowledgable than ever before. They are more aware of their problems, needs, and possible solutions. When a client is geographically distanced from you, they will have even more solutions presented to them from both local and remote competitors. Because of this, modern salespeople must work together to research their clients at length, enabling them to create a solution selling methodology that is tailor-fitted to their needs. The more spot-on you are with your presentation, the more likely it is that you'll earn the trust and respect of your prospectives. Communication When it comes to long-distance B2B customers, communication is imperative. You may find that your possible clients are expressing doubts about making the decision to give their business to a sales team that is located so far away from their physical location. Customers want to feel that they are important to their vendors, that they are valued, and that they are receiving the care and attention that they deserve. In order to meet this need, your team must internally synchronize and use the outcome in regular communication with geographically spaced clients, listening carefully to their needs, following up often, and making note of any and all correspondence so that the customer never falls through the cracks. In this case communication using modern technologies available: web conferencing, social media and many more. Involvement The work of a B2B salesperson is never really done - even after you've closed the deal. This is especially true in the case of long-distance clients. The moment your team becomes overly confident or complacent is the moment when a local competitor will snatch the client from your grasp. Your team must work together to glean feedback from the client with regards to the successful implementation of your solution, anticipate any future needs, and build brand loyalty with your customer.  

2 comments on “Do B2B selling methodologies have to change due to globalization?
  1. DV Subramanyam Drona
    On February 20, 2014 at 10:15 AM DV Subramanyam Drona commented:

    Do B2B selling methodologies have to change due to globalization? | http://t.co/YqWnYmiZqn | #B2B #Selling #Globalization

    Reply
  2. Pivot It Inc.
    On February 20, 2014 at 10:15 AM Pivot It Inc. commented:

    Do B2B selling methodologies have to change due to globalization? | http://t.co/GJEraGZXU2 | #B2B #Selling #Globalization

    Reply

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