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:3/30/2015)... (PRWEB) March 30, 2015 With recent ... provided you the government, major companies are getting into ... governments setting future mandates for renewable energy production, many ... option. , Solara Power is a new solar distribution ... programs available that allow qualifying homeowners to enjoy the ...
(Date:3/30/2015)... March 30, 2015  NuGene International, Inc. ("NuGene") ... NuGene BioPharma, Inc. has added another internationally recognized ... Guan is an internationally recognized researcher in bio-inspired ... education at Peking University, China ... the University of North Carolina, Chapel Hill. Following ...
(Date:3/30/2015)... March 30, 2015 /CNW/ - A new national Labour ... salaries and demographic profiles of new graduates entering the ... – Building Careers for New Grads in Biotech," is ... Research-Based Pharmaceutical Companies (Rx&D) and features data collected from ... wage subsidy program from 2013 to 2015. ...
(Date:3/30/2015)... March 30, 2015 Immunocore ... drugs to treat cancer, viral infections and autoimmune ... John Bell , the Regius Professor of ... Office for the Strategic Coordination of Health Research, ...      (Photo: http://photos.prnewswire.com/prnh/20150330/736483 ) ...
Breaking Biology Technology:Solara Power Announces Residential Solar Power with No Up-Front Fees 2UCI Professor Zhibin Guan Joins NuGene Advisory Board 2UCI Professor Zhibin Guan Joins NuGene Advisory Board 3New Report on Graduates in Canadian Biotech Industry Sheds Light on Hiring Practices 2New Report on Graduates in Canadian Biotech Industry Sheds Light on Hiring Practices 3New Report on Graduates in Canadian Biotech Industry Sheds Light on Hiring Practices 4Immunocore Appoints Professor Sir John Bell to its Board of Directors 2Immunocore Appoints Professor Sir John Bell to its Board of Directors 3Immunocore Appoints Professor Sir John Bell to its Board of Directors 4Immunocore Appoints Professor Sir John Bell to its Board of Directors 5
... Incorporated,(Nasdaq: SPEX ) reported a net loss for the three months ended March 31,2008 ... on the company,s on-going Phase 3 clinical trial,in the use of Naturlose for the treatment ... million and reflected the,start-up costs for the trial., , ... ...
... Vista Partners announced today that,it has initiated coverage on ... of Research of Vista Partners stated, "Synvista is one ... across. The,company is conducting four Phase 2 trials in ... a $100M market, could begin to,produce revenues as early ...
... Phase 1c Study Demonstrates Dose-dependent Activity of Antidote ... Biosciences today announced,the Journal of Thrombosis and Haemostasis, ... and Haemostasis, has published the,Phase 1c clinical results ... two-component system comprised of an aptamer-based anticoagulant,RB006, and ...
Cached Biology Technology:Spherix Reports 1st Quarter Earnings 2Vista Partners Initiates Coverage on Synvista Therapeutics, Inc. (AMEX: SYI) 2Regado Biosciences' REG1 Anticoagulation System Study Results Published in the Journal of Thrombosis and Haemostasis 2Regado Biosciences' REG1 Anticoagulation System Study Results Published in the Journal of Thrombosis and Haemostasis 3Regado Biosciences' REG1 Anticoagulation System Study Results Published in the Journal of Thrombosis and Haemostasis 4
(Date:3/23/2015)... Mar. 23, 2015 NXT-ID, Inc. (NASDAQ: NXTD ) ... the growing mobile commerce market, announces its biometric payment technology, ... on CNBC television starting March 30 th . ... in New York markets. ... are excited about our new ad campaign following the recent ...
(Date:3/19/2015)... March 19, 2015  NXT-ID, Inc. (NASDAQ: NXTD ... on the growing mobile commerce market, announces its biometric payment ... clip that aired this week on Washington DC,s ... In a segment "The Next Great Thing", host ... way to pay, and ,a really big breakthrough in mobile ...
(Date:3/16/2015)... , March 16, 2015 ... Systems GmbH will present groundbreaking innovations in biometric ... Hanover, Germany .      (Photo: ... latest biometric innovation is well at the forefront: ... generation e-gate made in Germany ...
Breaking Biology News(10 mins):NXT-ID's Wocket Smart Wallet to Launch New CNBC Regional TV Ad Campaign 2NXT-ID's Wocket Smart Wallet to Launch New CNBC Regional TV Ad Campaign 3NXT-ID's Wocket Smart Wallet Featured on Fox News Segment, "The Next Great Thing" 2NXT-ID's Wocket Smart Wallet Featured on Fox News Segment, "The Next Great Thing" 3DERMALOG Presents its Latest Biometric Innovations at the Hannover CeBIT Exhibition, 16 - 20 March 2015 2DERMALOG Presents its Latest Biometric Innovations at the Hannover CeBIT Exhibition, 16 - 20 March 2015 3
... externally-shelled cephalopods that thrived in the tropical oceans ... years their modern soft bodied relatives dumped the ... makes Nautilus ideally suited to discover the evolutionary ... complex coleoid [soft bodied cephalopod] brains say Robyn ...
... prestigious Science Journalism Fellowships from the MBL (Marine Biological ... educational center located in the village of Woods Hole, ... its 23rd year, the MBL,s Science Journalism Program allows ... into the shoes of the scientists they cover" by ...
... Airplanes, submarines and even automobiles of tomorrow may ... for navigation and other purposes. The proprietary system of ... of Panos Datskos, Slo Rajic and Nickolay Lavrik of ... gyroscopes, which are big and costly. Instead, this system ...
Cached Biology News:MBL awards journalism fellowships 2MBL awards journalism fellowships 3Story tips from the Department of Energy's Oak Ridge National Laboratory, June 2008 2Story tips from the Department of Energy's Oak Ridge National Laboratory, June 2008 3
... system features the Vaccinia capping ... components needed to produce a ... of di- or triphosphate RNA ... efficiency capping (virtually 100%) at ...
SDS-OutT Precipitation Reagent...
Extracti-Gel D Detergent Removing Gel...
... imaging system allows scanning of ... large as 40 x 46cm ... 25 microns. This system is ... in the proteomics field and ...
Biology Products: