Guest Blogger, Austin Dicharry: Developing a Sales Approach
It’s been a topic of debate for the better half of a century. Which sales practice yields the best results? Every organization wants to know which approach they should implement in order to receive the best results. However, the answer may not be as easy as choosing a single practice.
The B2B buying process continues to evolve, and the way businesses go about selling their products and services to prospects should reflect these changes. It’s a necessity for organizations and businesses to bring their sales strategies into the present, so below are a few points to consider when developing a new sales strategy.
- B2B Purchasing – The buying process has dramatically changed over the past decade. Most buyers resort to online research and resources to pinpoint which products they want to buy before ever speaking to a sales representative. Keeping this in mind, businesses need to make sure that they are represented well on the Internet and easy to find.
- Thought Leadership – In order to gain a prospect’s loyalty, a company must be viewed as credible, reliable and trustworthy. Content marketing is a great avenue to pursue for companies and organizations alike who want to be perceived as thought leaders within their particular industry or vertical. Webinars and seminars are also a great opportunity for businesses that are trying to further advance this initiative. This type of marketing aids sales efforts by developing a positive brand reputation among an audience.
- Training – A good amount of time and resources should be invested in the training of a sales team. A sales person must be educated on the business at hand and the language that is native to that industry. Decision makers (DMs) will be expecting the person they are talking about making an investment with will be up to date on the industry knowledge. Go the extra step to ensure the sales team is well versed in the industry they are selling into.
- Solution Sharing – All businesses have problems and obstacles to overcome. A good sales person will be able to identify those challenges and offer targeted solutions that involve their business’ products of services. This is how a value proposition is brought to life. So, it is essential to the success of a sales team that they listen to what the DM is telling them. By listening, they are giving themselves a great opportunity to create value for whatever it is they are selling.
There are many more points to consider when formulating a target sales approach, but these four will help to provide a solid foundation. By ensuring these ideas are developed and sustained, businesses are able to put their best foot forward as they embark on the sales journey.