My thoughts💡 vendor sales approach for “5️⃣ step B2B buying”?

In my earlier post, I talked about “5 Buying Steps” by B2B Customers https://lnkd.in/gCeP-M4

In this post, I share my thoughts on how understanding of the same must shape your sales approach 💡

✅ Build the right mix of sales roles, digital capabilities and channel partnerships.

✅ Use a “framework” for end to end sales process. Example; ILAER framework: Identify, Land, Adopt, Expand, and Renew.

✅ Emphasize on elevating B2B Cx earlier in the buying process through the top-of-the-funnel digital investments.

✅ Make select investments on insides sales team, up-skilling sales & marketing teams, involving customer success & service teams and channel partners.

✅ Evaluate “incentive programs” to reward teams starting with sales along with the above teams for cross-functional collaboration and contribution to winning deals and driving better Cx.

⚡️ Quote :
“We need people who understand customer relationships, customer value, and customer adoption rather than the usual salespeople that can create a one-time ROI” Chief Revenue Officer (CRO) 🤵

I am keen to know your insights on B2B sales 🤔

#B2B #B2BSales #B2BCx #SalesPerformance #Partnerships