If B2B selling of new technology was easy, then I would have to retire… again. Everyone would be at it.
But while the elements of B2B selling have been extensively charted for decades, it’s the consistent application of these when talking face to face (or Zoom to Zoom) that makes sales happen faster and with mutual profit.
At the top of the B2B Maslow-like hierarchy, the very best deals – those that deliver significant value equally to both the buyer and the seller – are driven by values that inspire both sides.
If you’re running a commodity-style deal, no-one really gets fired up about things, but if your product or service can for example change the world for the better, or drive increased social responsibility, then everyone gets excited, leadership from both sides make promises that they want to deliver, and the troops are galvanised.
But in B2B sales, being able to change the world isn’t enough...
Methodical ramblings after twenty-five years in Sales, Marketing and SalesOps.