I had the chance to work with The Marketing Practice at a recent event at Worcester College Oxford and one of the by-products was the opportunity to make a short video highlighting a few of the many challenges facing today's B2B sales people.
We covered widely-recognised issues such as longer sales cycles, increased price competition, and why so many deals end in "no decision".
We also touched on changes in the buying process, the involvement of multiple stakeholders, and the rise of the consensus buying decision.
We also highlighted a few of the available remedies - such as the need to reinforce the need for change before we sell the benefits of our solution, and the importance of identifying the structural and behavioural characteristics of our Ideal Customers.
It's short (less than 3 minutes) but to the point. You can watch the video by clicking on the link below...
Can you relate to the challenges? And do my recommendations make sense? Drop me a line if you'd like to learn more about putting them into practice.
ABOUT THE AUTHOR
Bob Apollo is a Fellow of the Association of Professional Sales, a member of the Sales Enablement Society, a regular contributor to the International Journal of Sales Transformation and the Sales Experts Channel and the founder of Inflexion-Point Strategy Partners, the leading UK-based B2B value-selling experts.
Following a successful corporate career spanning start-ups, scale-ups and market leaders, Bob is now relishing his role as a pro-active advisor, coach and trainer to high-potential B2B-focused sales organisations, systematically enabling them to transform their sales effectiveness by adopting the proven principles of value-based selling.