How to successfully sell B2B solutions

One of the sayings I’ve lived by since I was very young in business is:

“If I don’t make you money, save you money or both, why would you deal with me?”

This statement quickly eliminates all the “shiny” marketing, the latest technology, the trendiness of any deal that I’m competing in and boils it down to the financial outcome of any business objective.

I’ve kept these intentions at the core of every business I’ve built, and in every strategic session they are active in my mind.

From this perspective the question is always, how can we better serve our customers to make them more efficient or profitable, or both? We don’t brainstorm ways to increase our revenue or business growth, we brainstorm how our solutions can further improve the everyday lives of our customers.

I’ve found this approach incredibly helpful, because it’s a constant reminder that if we don’t consistently create value for them, they won’t remain loyal customers. And with more and more competition popping up across every industry, customer loyalty is an essential part of any business.

Providing value to your customers is an obvious concept. But this intention can be forgotten in the daily grind of business. As leaders our focus can easily shift to our profit and growth goals, and we lose sight of why our customers choose us. We can also lose the drive to continue improving upon our offerings and avoid complacency.

Pushing myself and my team to continuously deliver on these outcomes for our customers, gives me great confidence in the solutions we’re providing. I don’t doubt what my business can do to improve both their efficiency and profitability - as I have seen results in every customer we have deployed in (and there are not a lot of platforms out there that have the opposite effect).

I don’t go into sales pitches feeling the need to put on a show, I simply explain the benefits of what we’ve created.

This makes selling our solution an enjoyable process, rather than a stressful one.

I suggest asking yourself those questions before any sales pitch, and if you can’t find the benefits that save or make your potential customer money, you may be pitching to the wrong type of customer or you may need to reevaluate your solution.

Either way, this exercise will make your business better by allowing you to provide true value to the right people.

Selling shouldn’t be about convincing potential customers to take a chance on you, it should simply be about explaining how your product of service can make their lives easier and/or more lucrative.

My current business, iasset.com, services all players within the channel. Our Installed Asset Lifecycle Management platform automates entire lifecycle processes to drastically improve operational inefficiencies. Our platform also ensures any opportunity for upsell, cross-sell, renewal, upgrade, or end of life replacement is not missed, therefore increasing profitability from an existing customer base.

Making more revenue without acquiring new customers is like finding gold within your current business.

I’m confident that the instant efficiencies and increased profitability our platform provides makes us incredibly valuable to our customers.

And the ripple effect I get very excited about, is that when they have our platform in place, they can make THEIR customers more efficient and profitable by anticipating their needs and always providing the most effective and timely solutions.

Operating my B2B sales with this approach has been very beneficial, not just for my business growth, but also for building relationships within my industry. There is no bulls$%t when it comes to the sales pitch, just my genuine intention to make or save you money.

If you’d like to learn more about how iasset.com can make your business more efficient AND profitable, contact me or a member of my sales team.