Just a gentle reminder, you should have your B2B sales Goals for 2012 established, noted and in some cases – launched.
If you have neglected to set your new goals for the coming year, then you are one of three types of people:
b2b sales strategy
Six Ways to Strengthen Your B2B Sales Strategy
Most of the time, b2b sales people just make a call on a prospect or customer using the “wing-it” sales strategy. Meaning they just show up and trust they ability to figure things out on the fly and make a sales.
“Making a Sale” is the first mistake, since it is seldom focused upon the long term Account Relationship. It is much more important to build an account than to make a “sale.”
To assist you in the develop of a clear and concise sales strategy for a targeted account, here are six ways to strengthen your B2B sales strategy…
Use Pilot Programs for Improved b2b Sales Success
If you are looking for a method to quickly improve your b2b sales success, then think about how you can implement a small pilot program for your prospect.
Some b2b sales people make it a focal point to place a pilot program into a prospect account or in some cases an existing customer who could be looking at a totally new process you are offering.
The reasoning for the use of pilots is it lowers the fear of buying, shows an actual ROI on the project, and allows the buyer to see your implementation practice in account. Thus, no surprises or chaos causing more issues or confrontation across functional groups.
Here are four methods you can use to trigger the use of a pilot program within your prospect