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:9/15/2014)... by Northeastern University has developed a novel method ... variety of nanocarbon structures in carbon nanotube arrays. ... will allow the researchers to tailor the physical ... ranging from electronic devices to CNT-reinforced composite materials ... , Their findings were published in the journal ...
(Date:9/15/2014)... , Sept. 15, 2014 The chemistry, taste, ... climate, says a new article published by the nonprofit American ... PhD, on climate change and its effects on the phytochemical ... an extensive study conducted by Dr. Ahmed in the ... and has implications for the future of medicinal ...
(Date:9/15/2014)... -- The second annual International Plasma Awareness Week (IPAW) ... of the Plasma Protein Therapeutics Association (PPTA) ... to: , Raise global awareness about source ... donors in saving and improving lives , Increase ... Member companies are planning a variety ...
(Date:9/13/2014)... Boehringer Laboratories Inc., with a forty ... announce the successful broadcast of a live surgery by ... MD, FACS, FAMBS, and Maher El Chaar, MD, FACS, ... , This sleeve gastrectomy surgery was performed and ... four hundred surgeons from around the world during the ...
Breaking Biology Technology:Northeastern University Researchers Develop Novel Method for Working with Nanotubes 2Tea Taste and Quality Affected by Climate Change 2Tea Taste and Quality Affected by Climate Change 3Tea Taste and Quality Affected by Climate Change 4International Plasma Awareness Week To Celebrate Donors And Spotlight Rare Diseases 2International Plasma Awareness Week To Celebrate Donors And Spotlight Rare Diseases 3Boehringer Laboratories, Inc. Announces Live Surgery Using Innovative System to Calibrate Sleeve Gastrectomy 2
... N.J., May 30, 2012  Today, leading events organizer ... to showcase the latest developments and opportunities across a ... by the same team as InformexUSA, North America,s leading ... chemistry, and managed in conjunction with the UBM team ...
... California Institute for Nursing & Health Care (CINHC) released ... pilot New Graduate Nurse Transition to Practice Programs (RN ... San Francisco, found that the programs are making a ... graduates and increasing their employment opportunities in hospitals and ...
... 2012 Sequenom, Inc. (NASDAQ: SQNM ), a ... the Company,s participation at the Jefferies 2012 Global Healthcare Conference ... 4-7, 2012. Harry F. Hixson, Jr., Ph.D., ... beginning at 11:00 a.m. ET, to provide an overview of ...
Cached Biology Technology:Informex Returns To India In 2012 2Informex Returns To India In 2012 3Study Shows Transition to Practice Programs Get Nurses Employed 2
(Date:9/15/2014)... from digestion to disease resistance. Despite the fact that ... the planet, more is known about belly-button bacteria than ... colleagues working on Panama,s Barro Colorado Island discovered that ... to more than 400 different kinds of bacteria. The ... 7,000 different kinds. , Bacteria in tropical forests may ...
(Date:9/15/2014)... 2014) The so-called central dogma of molecular ... provided a simplified explanation for how genetic information ... , In reality, of course, the process is ... nearly 60 years ago by Nobel Laureate Francis ... one, there are multiple types of RNA, three ...
(Date:9/15/2014)... study indicates that lowland tapir populations may continue to ... Researchers from the Office National de la Chasse ... San Diego Zoo Global reviewed data retrieved from camera ... four years and compared this data to current harvest ... on hunting tapirs in French Guiana," said Matthias Tobler, ...
Breaking Biology News(10 mins):Smithsonian scientists discover tropical tree microbiome in Panama 2Scientists discover RNA modifications in some unexpected places 2
... Ireland Cancer Center of University Hospitals Case Medical Center ... breast cancers express the MUC-1 target. This first-of-its-kind finding, ... has paved the way for an upcoming vaccine trial ... that could potentially prevent recurrence of this aggressive type ...
... from the effects of acid rain, as wet weather counteracts ... The research, by Professor Steve Ormerod and Dr Isabelle Durance ... year period around Llyn Brianne in mid-Wales. Their findings are ... of Applied Ecology . Carried out in 14 streams, ...
... PULLAUP, WA This Christmas season, think twice about ... Christmas tree. The good, old-fashioned methodkeeping your tree in ... to keep your tree green and healthy. Researchers have ... Christmas trees; in fact, in several cases the chemical ...
Cached Biology News:Ireland Cancer Center researcher finds most triple-negative breast cancers express muc-1 target 2Climate-change set-back for acidified rivers 2Flame retardants prove ineffective on fresh-cut Christmas trees 2
... locus encodes two unrelated proteins both of ... the cell cycle in a p53-dependent manner. ... rapid degradation of mdm2 proteinrequired for mdm2 ... This interaction is mediated by the ...
human Exodus-2 Research Focus: cytokine/growth factor Storage Temperature: -20C Shipping Temperature: 4C...
...
Gel Loading Buffer contains a precipitant to ensure that the samples sink into the wells and a tracking dye to allow the user to follow the progress of electrophoresis....
Biology Products: