IN B2B COMPLEX SALES, IT’S THE BUYING JOURNEY THAT’S IMPORTANT
For many years I have been trying to get over the message that in B2B complex sales we should focus on what matters most to the buyer and less on what matters to the salesperson or the seller’s organisation.
Part of the challenge is that many salespeople and their bosses focus on inputs; things that they do; and they don’t really think about outputs. If something the salesperson does, does not cause the buyer to do something different, then what’s the point of doing it?
Rather than the sales process, it is the buying journey that is important in B2B complex sales
In this first video in a series diving deep into how the buying journey works, you’ll discover why I think in B2B complex sales it’s the buying journey that’s important.
Next time – I’ll take you deeper into the various stages of the buying journey and what kind of customer commitment you might achieve.
Hoping you find this helpful; keep safe and well
About John Moss – John’s extensive background in sales, marketing and general management has been followed by three decades in management consultancy. John is fiercely committed to helping individuals and businesses grow and succeed; his talent for spotting what needs to be done, his tenacity for making sure things then happen, his commitment to growing long-term business relationships and his ability to impart that knowledge to other people make him an inspirational consultant, leader and coach.
At JA Consulting we help businesses and individuals take the theory of selling and put it into practice. We’re here to help you learn how to spot and grow business opportunities, how to develop strong and transferable selling skills and how to generate robust account management.
If you have any questions, our team can assist you as usual via phone or email.
Look out for more hints and tips coming soon.