One-time Sales motion transitioning to “Perpetual Pursuit” 💡 of Customers. How?

One-time sales motion (licensing) is transition to subscription based models.

Most obvious being tech companies while non-tech companies started adopting this model.

For example;

1. Microsoft Office lifetime licensing to Office 365 Subscription model

2. HP Inc. pioneered Printer cartridge toner/ink sold in a subscription model

3. Nestlé sells subscription-based coffee

For Sellers/Vendors, it means one-time sales motion is resulting in a series of value add sales efforts on a continuous basis

💡 i.e. “Perpetual Pursuit” of customers…

💥 This is both a challenge and an opportunity for sales leaders and reps.

🔥 Increasingly, buyers/customers expectations are making it even more challenging for sellers like;

a) ready access to needed information

b) make a purchase easy and digital

c) high expectations for personalization

d) sophisticated buyers expect all members of sales team to add value in every interaction, continuously

What B2B vendors can do in this evolving buyers’ expectations?

I will elaborate in the next post…

#b2bsales #b2bbuyer #buyerexperience #saassales #saleschannels