Here are some reasons I don't think the Business to Business Sales cycle is in need a of disruption.
The message is simple, B2B sales is, was and should be about bringing value to your client.
If buyers no longer need salespeople, then there is no reason for the popularity of methodologies like the Challenger Sales, insight, business acumen, or situational knowledge.
Instead, they should be disrupting themselves. Their first step in the buying journey would be recognizing that the status quo isn’t good enough, understanding what new results are already available to them, and searching for potential partners. Perhaps this is sometimes true. But in your experience, how easy is for you to weaken the status quo when you have the knowledge and resources to do so? Do you see the trend shifting are more and more prospects calling on you?
The Internet is a pipeline and has unlimited potential but it doesn't negate the sales point, by bringing value and becoming the trusted advisor you control and build that sales process. This is not say that data isn’t important or that it isn’t useful. Rather my point would be using the new tools this technology disruption brings to allow you answer those question , provide those data points to clients and educate them on what others are doing and how the industry is changing.
As we increasing sell using technology we need to remember that for the most part it's a means to an end and we still need to build on the value that we offer to our prospective clients.
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