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B2B sales
5 steps

Are you rock solid for 2020?

What does it take to make your B2B sales matter in 2020? Your customers have changed their purchase journey. But have you changed as well? Find out with the 5 steps below

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Step
01

A word to the wise — Research shows that since 2000, 52 percent of companies in the Fortune 500 have either gone bankrupt, been acquired, or ceased to exist as a result of digital disruption.

Be ready to embrace change. Challenge your traditional approach to selling and ensure what makes sense to your potential clients.

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Step
02

How and when do you
reach your B2B clients?


Today’s B2B clients don’t need sales reps in the same way as in the past — customers now wait until they are 62% through the purchase process before contacting a rep. 

This is the main reason why traditional approach to selling doesn’t work as it use to. To what extent do you prioritise and invest in content for your B2B clients purchase journey? 

B2B deals are increasingly complex, and customers have access to more information earlier in the sale. As a result, customers are buying in new ways, delaying initial contact with suppliers and requiring greater consensus to move forward.

Today’s customers don’t need sales reps in the same way as in the past, they do independent research and set their own purchase criteria, all before the first seller interaction. Easy access to deep content is a must to B2B sales in 2020.

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Step
03

Prioritising

If it matters to people – it matters to your business.

  • BRANDING 19% 19%
  • PRODUCT AND SERVICE DELIVERY 19% 19%
  • VALUE TO PRICE RATIO 9% 9%
  • PURCHACE EXPERIENCE 53% 53%

Do you also need to adjust? Only very few companies approach this trend in the right context by providing significant and evidence-based knowledge to make a solid decision trough the purchase experience.

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Step
04

Who will your B2B clients
prefer to meet in 2020?

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RELATIONSHIP

Builds strong customer advocates, is generous with time to help others, gets along with everyone 

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PROBLEM SOLVERS

Responds reliably, ensures all problems are solved, is detail-oriented

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HARD WORKERS

Goes the extra mile, doesn’t give up easily, is self-motivated, likes feedback and development 

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LONE WOLVES

Follows own instincts, is self-assured, is independent

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CHALLENGER

Has different view of the world, understands the customer’s business, loves to debate, pushes the customer 

Challengers lead with deep insight. That is good news for those who can offer relevant and evidence-based knowledge through a great purchase journey and very bad news for those who lean on traditional sales.

The Challenger selling approach relies on delivering insight about an unknown problem or opportunity in the customer’s business that the supplier is uniquely positioned to solve. They capture the customer’s current belief or assumption and expose the flaws or misinformation in that thinking and present a better course of action. The better course of action helps customers learn something new about their business, usually how to save money, make money or mitigate risk.

 

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Step
05

Simple still works and
complicated still sucks.  

How to get started? Investing big in CRM-systems and smart software that can hunt down any leads is not what makes your business matter to people. Technology doesn’t move people. People still do that.

So, you need to ask yourself is: Do we have the mindset or tools to approach the digital purchase journey?   

In many cases, the answer is no. The optimal way to confront this is by getting help from someone who has experience from other industries and other companies. One who asks the right questions and formulate clarity and visualize your core messaging. 

 

How can we help you? 

Would you like to know how we make rock solid content?
Then we’ll have to meet. 

2 + 3 =

 

KimBO&Co.

Hvide Hus Vej 3-206  |  DK-8600 Ebeltoft  |  Telephone: +45 22 94 84 26

– please feel free to stalk us on LinkedIN