Tips on B2B Sales

Sharing some tips on B2B Sales from my upcoming book - Sellers from Mars and Buyers from Venus

  • Emotional people are not best suited for #sales. They are better suited for HR roles. More on this in my upcoming book on #B2B #Sales 
  • A buyer who speaks sweetly listens calmly with patience, constantly observe the opposite side, pays attention to detail & use empathy to impress upon & don't like to take control, they are primarily price takers in negotiations. #B2B #Sales 
  • A buyer which is agile with a short attention span and lives in the present state and has polished behaviour and style, prefers short term engagements, positioning a long team deal is futile. Positioning a high margin short term deal will be a winner. #Sales #B2B
  • Buyers which are good at building and maintaining relationships with friends & family members are collaborative and gel with others easily. They prefer bottom-up engagement, their risk appetite is low and the status quo is their mantra. #Sales #B2B
  • Sellers who are data-driven, action-oriented, use strong and action-centric language and bring money into the business. They are best suited for Hunting. #Sales #B2B
  • Sellers who are, well-disciplined but lack patience, speak rapidly with conviction and respond swiftly and timely, employ intellect and style to impress upon will make multiple offers to close a transaction. #B2B #Sales #FunFacts
  • A Sponsoring Executive (Buyers end) who is action-centric, futuristic, data & visual driven, like an audience & connecting with higher authorities will reach out to innovative & agile suppliers, or internal teams for selling the biz. case. RFP is the least preferred. #B2B #Sales
More tips can be found here at this handle

Comments

Post a Comment

Popular posts from this blog

Telcos Monetising Assets - Connectivity in Play

The telco towers bonanza is still in full swing, with two incumbents on opposite sides of the world each announcing deals on Wednesday with investment funds keen to cash in on the demand for connectivity. Australian incumbent offloads 49 percent of InfraCo for nearly A$3bn  Similarly Telia sells 49 percent of Norway and Finland tower ops for more than €700m  In both cases, investment funds are the ones that want a piece of the action  More  here
Read more

Generative AI - Where is The Growth ?

Image
 Generative AI - Where is The Growth?  The current state of the Gen AI industry shows that big tech companies, especially hyper scalers, dominate the scene. They are the primary drivers of innovation and growth, focused on achieving long-term sustainability by shifting their focus from selling computing to selling generic and specialised model services with higher margins.  This has led to increased interest from venture capitalists, resulting in numerous startups focused on selling model-based services and integrating with existing apps and services. The low barriers to entry make it easy for startups to grow in the short term, but sustainability is challenging without a unique proposition. Many startups will likely fail, with some being acquired by larger companies.  Software providers such as Salesforce, Oracle, and Workday are also integrating AI services, either by building or purchasing specialised services to defend and survive the industry changes. Future of Language Models Lar
Read more