Have I Got A Deal For You!

In a modern B2B sales environment, 'traditional sales' has been replaced by a more sophisticated 'customer engagement' model, facilitated by 'product education' experts.

Customers are much more informed about their choice of products and services, and for the most part will have completed the majority of the 'sales process' independently by researching solutions and potential service providers long before they have spoken to you.

The old days of a sales manager 'rallying the troops' to 'get 'out there' and sell as much as they can because 'the warehouse is full' simply does not work. Dumping stock on the market in a B2B environment is counterproductive in more ways than one as it:

• devalues the intrinsic benefits of doing business with your company
• communicates desperation, and possibly poor inventory management
• focuses the customer on price and haggling, not value, product performance or relationship
• will attract the price shoppers, and deter potential customers who are looking for more than just the lowest price

Although it requires more effort and a higher level of sophistication, engaging with your customers as early and often as possible to understand their pain points, key buying criteria, demand and purchase profile, will pay longer term dividends across the whole account than walking in with overloaded inventory, hoping to offload some stock.

Want to know more?

EvettField Partners Pty Ltd

#B2B #competitive #strategy