Now to the B2B Sales Superstars this is a know advantage for their sales process. So then the question comes back to you…
Are You Building a Solid Business Case for Your Potential Customer to Buy?
That is the key for your consistent and on-going b2b sales success. Unfortunately, I keep running into b2b sales people who do not use this critical foundation step with the key decision makers.
No, the poorly informed average b2b sales people rush into the presence of a key decision maker and begin doing a power point PRESENTATION. They do this before engaging the decision maker, asking business oriented questions, building interest with success stories with similar business issues and even scratching the surface of the business case.