Is B2B Selling just: making a call, negotiating a deal and getting commission?

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The answer is simple: NO. B2B selling is a complex activity since multiple companies are involved, customer, partners and the supplier. Since all these players have their own thought, the B2B salesperson has to align these thoughts to present the right value proposition. So it isn't a matter of JUST: making a sales call, negotiate a deal and collect the commission check. To be successful in B2B solution selling you start with understanding your customers needs and determine if  your company can contribute to the required solution. In most cases your company will not be able to offer the complete solution. Since you know your customer you will be able to reach out to partners that will be accepted by your customer and can complement your offering. Reading the previous lines B2B solution selling sound easy, but it is not. Think about:

  • all the different strategic directions
  • tactics and personal goals
  • changing customer needs
  • technical expert involvement
  • NDAs and confidential information sharing
  • time schedules
  • action requests
  • ....and more
Before you will be able to demonstrate value to your customer these topics need to be addressed. In the old days this meant hours of phone and email discussions to align. Today, with the help of Pivot It, the B2B salesperson can be much more efficient in managing his opportunities. [embedplusvideo height="250" width="450" editlink="http://bit.ly/1cuLyFG" standard="http://www.youtube.com/v/fMg2W9l_9tk?fs=1" vars="ytid=fMg2W9l_9tk&width=450&height=250&start=&stop=&rs=w&hd=0&autoplay=0&react=1&chapters=&notes=" id="ep6659" /] This collaboration platform was built by B2B salespeople for B2B salespeople and provides all the functionality a salesperson needs to sell his solutions.  

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