Are you leaving valuable opportunities untapped in your B2B sales process? Learn how to do customer journey mapping so you never miss an opportunity again…
In the realm of B2B sales, success hinges on more than just a great product or service. To truly excel, businesses must dive deep into their customers’ journey. This is no longer an option, but a necessity for B2B sales success.
Every business wants to maximise its sales process. What many don’t realise is that it takes far more than just following up with leads and engaging with clients. To get the results you want, you need to understand the buyer journey, who is involved and when, and what they are thinking so you can tap into each stage.
“You never really know someone until you stand in their shoes and walk around in them.” Atticus Finch (adapted) To Kill a Mockingbird – Harper Lee All firms need to grow their top line, but clients are becoming more demanding….. Research with large organisations by McKinsey, LinkedIn and others suggests that more and more people…
I talked previously about the importance of talking about value and how it must be phrased in terms of business outcomes. Here we expand on the work we’re delivering for a leading global professional services firm and how we deliver value for them.
What do we mean by value? And in whose eyes is that value? Learn more about the importance of talking about value when talking with clients.
What is it that any team dealing with procurement – especially when it’s a complex sale – needs to know? We’ve brought together some of our tips from the last year to explore this very question.
Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.
When my cycling buddy rang to see if I wanted a ride over the weekend, he was surprised when I answered no!! I never turn down the opportunity for a cycle, so why did I?
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.