4 ways sales savvy vendors improve their performance 🎯

In my last post, I talked about how One-time sales motion (licensing) is transition to subscription based models.

In this post, I will explain how sales savvy vendors are adapting to
this change and improving their team’s performance!

✅ 1) Savvy Sellers meet Buyes’ expectations

Today’s buyers are indifferent to sellers’ internal sales strategies, structure and teams.

Savvy Sellers create buyer-centric sales strategies by providing digital tools, easy access to information, personalization throughout the
Buyers’ journey.

They understand the need to ask specific questions, add value in each interaction, are not afraid to challenge and educate Buyers respectfully.

✅ 2) Sales is a Marathon, not a Sprint.

Modern Sellers are aware and prepared to meet evolving Buyers’ expectations;

Buyers preference for “subscription” models as opposed to licensed models.

Selling is no longer a one-time activity, instead continuous value-added motions

This sales environment necessitates complex, multi-thread and quality communication with buyers.

✅ 3) Strive to provide B2B Customer Experience (Cx) comparable to B2C Cx

Today’s buying involves longer sales-cycle, more stakeholders, stricter buying criteria and expect greater ROI

Savvy Sellers strive to provide personalized buying experience to key stakeholders

They provide ready reckoner to each stakeholder’s queries, concerns. And offer content relevant to each stakeholder, buyer’s journey, which can be accessed in multi-channel mode.

✅ 4) New mode & model of Selling

Field sales has changed forever, with remote/digital selling becoming integral to sales

Sophisticated B2B Buyers expecting B2C like Cx, hybrid model of selling (field & remote), license to subscription preference, more stakeholders to make decisions and intense competition are all
adding to the complexity to selling

Savvy Sellers adapted to the new normal by empowering and enabling their sales teams with new play books, training, tools and on-going support to help them succeed in this new environment.

I love to know how your organization is responding to this evolving environment…

#b2bbuyer #b2bsales #b2bjourney #salestools #b2bcx