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:10/20/2014)... (PRWEB) October 20, 2014 ... Sidney Kimmel Cancer Center at Thomas Jefferson University ... , Through the Strategic Alliance Partnership program, the ... will collaborate to raise awareness of the Center’s ... and other projects. Clinicians and other health care ...
(Date:10/20/2014)... (PRWEB) October 20, 2014 Local veterinary ... in an investigational study of donor stem cells for ... stem cell therapy and has performed clinical stem cell ... study is to determine if a single injection of ... joints can help reduce pain and inflammation in the ...
(Date:10/19/2014)... OCTOBER 20-22, 2014: The 9th Annual ... take place at the Congress Center Basel, ... now available at http://www.abim.ch . ... from all over the globe will exchange ... products and developments on the world market. ...
(Date:10/19/2014)... The Asia-Pacific Bromine Market report defines and segments ... forecast of revenue. , Browse through the TOC ... get an idea of the in-depth analysis provided. ... in the Asia-Pacific bromine market, and is supported ... http://www.micromarketmonitor.com/market/asia-pacific-bromine-6741503144.html , Bromine is a volatile and ...
Breaking Biology Technology:Sidney Kimmel Cancer Center at Thomas Jefferson University Partners With OncLive 2Sidney Kimmel Cancer Center at Thomas Jefferson University Partners With OncLive 3Cascade Veterinary Referral Center Seeks Candidates for an Investigational Study of Stem Cells for Dogs with Arthritis 2The Asia-Pacific Bromine Market is estimated to grow to $4,080.1 million by 2018 - New Report by MicroMarket Monitor 2The Asia-Pacific Bromine Market is estimated to grow to $4,080.1 million by 2018 - New Report by MicroMarket Monitor 3
... off marginally legal fireworks, I was feeling a little guilty. ... phone was powered off most of the weekend. Here it ... felt anything but independent of my technologies. , ,Ignoring e-mail ... comes with a penalty of sorting through an over-loaded inbox, ...
... Metro-Goldwyn-Mayer Studios Inc. v. Grokster, Ltd. et al. ... technology providers will function in the future when their ... copyrighted content. , ,The court, in an unanimous decision, ... decision favoring defendants Grokster Ltd. and StreamCast Networks (providers ...
... Trademark law is becoming increasingly important as businesses seek ... that has built up as a result of the ... applications for trademark registration are filed, many of them ... are seen by some as a good leading indicator ...
Cached Biology Technology:Declaring independence from technology (sort of) 2Declaring independence from technology (sort of) 3Tech vendors could be liable for customer behavior - and not just file sharing 2Tech vendors could be liable for customer behavior - and not just file sharing 3Why file for trademark protection? 2Why file for trademark protection? 3Why file for trademark protection? 4
(Date:10/15/2014)... biophysics textbook and it describes how life functions and ... into biological systems and provides an understanding of the ... how our genes make proteins that control the dynamics ... an organism. It quantifies the principles of life and ... on both large and small scales. The book is ...
(Date:10/15/2014)... awarded the 44th Rosenstiel Award for Distinguished Work in ... exploring the mechanisms of genomic instability and its implications ... the second alumnus to win the Rosenstiel Award; the ... , Alt is the Charles A. Janeway Professor of ... and an investigator at the Howard Hughes Medical Institute ...
(Date:10/14/2014)... N.Y. – Scientists have sequenced the house fly genome ... one might expect from an insect that thrives in ... published Oct. 14 in the journal Genome Biology ... biology and of how flies quickly adapt to resist ... Adult house flies (Musca domestica) carry and transmit more ...
Breaking Biology News(10 mins):New book about life as seen from physics 2Brandeis awards 44th Rosenstiel Award to pioneering geneticist Fred Alt 2House fly genome reveals expanded immune system 2
... opportunistic pathogens that were once thought to be very ... that are not only similar but also suggest that ... linked, according to a review published this week in ... mechanisms used by bacterial and fungal species to promote ...
... current issue of the Journal of the American ... a study of genetic variants that influence human ... leveraging electronic medical records (EMRs; also called EHRs or ... Mayo Clinic Divisions of Cardiovascular Diseases and Biomedical Informatics ...
... 2010 The world,s top scientists and clinicians in ... to present their latest research findings at the 60th ... from Tuesday, November 2, through Saturday, November 6, 2010, ... Founded in 1948, the American Society of Human ...
Cached Biology News:Linking microbial sex and virulence 2Use of informatics, EMRs enable genetic study of vascular disease 2American Society of Human Genetics to host 60th Annual Meeting in Washington, D.C. 2American Society of Human Genetics to host 60th Annual Meeting in Washington, D.C. 3
... a glycoprotein. distributed in colon and ... breast, lung and salivary gland tissues. ... MUC1 and MUC2. Epitope: Tandem ... Immunogen: MUC3 tandem repeat peptide ...
Rabbit polyclonal to GABA A Receptor gamma 2 ( Abpromise for all tested applications). entrezGeneID: 2566 SwissProtID: P18507...
Anti-GOSR2 Monoclonal AntibodyOther Sub-Family: not assigned-Other Applications: Immunocytochemistry, Immunoprecipitation, Western Blot...
... The 2/3D Waver Shaker combines shaking and rocking ... a 330 x 330 mm stainless steel or ... incubator and cold room operation. The platform angle ... for a vigorous with action and rotation speed ...
Biology Products: