Navigation Links
Sales Momentum Introduces 5 Customer Expectations that Will Require Salespeople to Sell Differently in 2014
Date:12/18/2013

Scottsdale, AZ (PRWEB) December 18, 2013

Success in major B2B accounts is based on a salesperson’s ability to get on the customer’s side of the table. The difference in major B2B sales is: more customer contacts are engaged in the buying cycle, more senior level participation is involved and, most importantly, customers’ expectations have changed.

What is most telling is that what customers expect is more challenging. Hence the focus of sales calls and level of business conversations must be substantially different than in the past.

To succeed in 2014, salespeople in major B2B accounts will need to accomplish the following:

1.    Possess greater industry and company knowledge. Salespeople must come to sales calls with a comprehensive understanding of the customer’s industry and their company. Yesterday’s expectation of knowing a little and asking traditional “discovery questions” is a standard that has come and gone.

2.    Sell the problem, not the solution. In major B2B sales the problems are extremely complex for multiple reasons – different customer players have differing perceptions of the problem, the consequences are difficult to assess, and many of the payoffs are intangible. Salespeople must first and foremost focus on understanding the complexity of the problem and conveying the urgency of solving it, before they ever enter into a discussion of the solution.

3.    Bring perspective and insight. Customers expect salespeople to do more than uncover their problems. They expect salespeople to bring an informed, fresh perspective to framing the problem. Salespeople must help them think about their problems more broadly – bringing imagination and creativity. It also means that customers expect salespeople to have a point of view about alternative innovative solutions. The higher up in the organization – the truer
'/>"/>

Source: PRWeb
Copyright©2012 Vocus, Inc.
All rights reserved

Page: 1 2 3

Related biology technology :

1. inVentiv Health Selected to Provide Sales Operations Support for Santarus
2. Plaintiff Sales Representatives and Novartis Pharmaceuticals Corporation Resolve Class Action Wage and Hour Claims
3. Alchem International Opens Sales and Marketing Office in the U.S.
4. City of Mason and Top Gun Sales Performance Announce $4 Million Investment In New Corporate Headquarters
5. Potassium Iodide Sales Surge on Heels of Large Government Order
6. OrthoAccel Technologies, Inc. Names U.S. National Sales Director
7. UK supplier of graphenes announces exclusive sales agency agreement with leading USA distributor
8. Trade Show Display Company GLM Displays Increase Sales with New E-commerce Website
9. Prosperous Agriculture Reports Outstanding Sales Result for First Half of 2012
10. Pressure BioSciences, Inc. Continues Global Sales Reach Expansion with Distribution Agreements for China, Vietnam, Laos, Cambodia, Australia, and New Zealand
11. Advanced Animal Diagnostics Adds Sales & Marketing Leadership
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:1/15/2014)... January 15, 2014 This webinar ... on nonclinical and clinical safety assessment in biosimilars. ... guide a path for biosimilar drug development, however ... of biosimilarity with regards to quality, safety and ... of biosimilar drug development and registration, development strategies ...
(Date:1/15/2014)... NC (PRWEB) January 15, 2014 ... an enhancement to its Online Web Portal for Life ... now have the ability to specify the subject matter ... nearly 50 life science sub-domains. This will help reduce ... and scientific fields, and decrease the likelihood of error. ...
(Date:1/14/2014)... Doylestown, PA (PRWEB) January 14, 2014 ... – 11 p.m. , Location: Warrington Country Club, 1360 ... Hepatitis B Foundation, the only national nonprofit organization solely ... improving the quality of life for those affected worldwide, ... 11 at Warrington Country Club in Warrington, Pa. ...
(Date:1/14/2014)... York, NY (PRWEB) January 14, 2014 ... initiated coverage of Alliqua, Inc. (OTCQB: ALQA). Alliqua ... and marketing proprietary products to serve the wound ... , In late 2012, Alliqua was restructured ... launched the company’s new strategy to become a ...
Breaking Biology Technology:Xtalks Life Sciences Webinar Examines Safety Assessment of Biosimilars 2DTS Improves Efficiency for Life Science Document Translations 2Hepatitis B Foundation to Host Annual Crystal Ball Gala 2EquitiesIQ Initiates Coverage of Alliqua, Inc. 2EquitiesIQ Initiates Coverage of Alliqua, Inc. 3
... BioSpecifics Technologies Corp. (OTC Bulletin Board: BSTC), a ... today announced that it has received notification from The ... been approved for listing on the NASDAQ Global Market. ... 2009 on NASDAQ at market open under the symbol ...
... 6 /PRNewswire-FirstCall/ - SemBioSys Genetics Inc. (TSX:SBS), a ... today announced it has received US$2,500,000 from MannKind ... the option agreement and issuance of 2,400,000 units ... The transaction provides MannKind with the option to ...
... Star Scientific (Nasdaq :STSI) announced today that its ... its Star Tobacco, Inc. subsidiary, recently completed a ... dissolvable smokeless tobacco to relieve cigarette withdrawal symptoms ... (NRT). The study, which included 49 cigarette smokers, ...
Cached Biology Technology:BioSpecifics Technologies Corp. Announces Listing on NASDAQ Global Market 2SemBioSys receives US$2.5 million from option agreement with MannKind for plant-produced insulin 2SemBioSys receives US$2.5 million from option agreement with MannKind for plant-produced insulin 3Star Scientific Announces Successful Completion of Product Satisfaction Study - Results Show Potential for Development and Manufacturing of New Pharmaceutical Product for Smoking and Smokeless Tobacco Cessation 2Star Scientific Announces Successful Completion of Product Satisfaction Study - Results Show Potential for Development and Manufacturing of New Pharmaceutical Product for Smoking and Smokeless Tobacco Cessation 3Star Scientific Announces Successful Completion of Product Satisfaction Study - Results Show Potential for Development and Manufacturing of New Pharmaceutical Product for Smoking and Smokeless Tobacco Cessation 4
(Date:4/15/2014)... Biologists at UC San Diego have succeeded in ... hormone responsible for growth and resistance to drought. ... studies to determine how the hormone helps plants ... by the continuing increase in the atmosphere,s carbon ... achievement appears in the April 15 issue of ...
(Date:4/15/2014)... Looking at the question of how social behavior has ... universities in Mainz and Basel have gained new insights ... simply compete for food. Rather the siblings share what ... absent," explained Dr. Jol Meunier of the Evolutionary Biology ... University of Mainz (JGU). The team of biologists from ...
(Date:4/15/2014)... (April 15, 2014) The American Association of Anatomists ... All awards will be presented during the Closing ... Hotel on Tuesday, April 29th at 7:30 p.m. during ... , The 2014 award winners are: , ... PhD, of the Icahn School of Medicine at Mount ...
Breaking Biology News(10 mins):Biologists develop nanosensors to visualize movements and distribution of plant hormone 2Sibling cooperation in earwig families gives clues to early evolution of social behavior 2American Association of Anatomists 2014 award winners 2
... Spanish scientists have analysed the temperature and salt levels of ... the evolution of each variable. Their research shows that, since ... hotter and saltier, and that, since the 1990s, this process ... deep layer of the Western Mediterranean increases by 0.002C, and ...
... Miami (UM) has been selected to receive a $1.4 ... to strengthen the UM undergraduate science education program. The ... will use the resources to help attract first-generation college ... sciences to pursue careers in science. , "HHMI ...
... of Oxford and Royal Holloway University of London have discovered that ... works best if applied to young plants and is enhanced by ... (20 May) in the open-access journal PLoS Pathogens . ... is a common method for controlling a variety of insect ...
Cached Biology News:Temperature and salt levels of the Western Mediterranean are on the increase 2UM receives 5th consecutive Howard Hughes Medical Institute grant for science education 2Study uncovers optimal ecology of bioinsecticide 2
...
Rabbit polyclonal antibody to NMDA NR2B [Tyr1336]...
ImmunoPure Plus Immobilized Protein G, , , , Support: Cross-linked 6%, beaded agarose , Capacity: > 20 mg human IgG/ml of gel ...
Mouse monoclonal antibody to FMN2 - formin 2...
Biology Products: