5 Simple Steps to B2B Sales Success

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  Ray89224409/29/08 Report as spam
  1

  RE: 5 Simple Steps to B2B Sales Success

  Bill???s description of a successful sales process is good from a 50,000 foot view. At the same time, B2B sales, as we teach it to our clients, is heavily dependent on an ROI analysis. The numbers used in the ROI analysis are the customer???s numbers, gathered through effective questioning.
  We teach our clients??? B2B sales people to look for ways of contributing to the prosperity of their customers??? business in five areas: (1) sales, (2) employee or process productivity, (3) profits, (4) competitive advantage, and (5) cost control.
  Cost control is often the least important because, usually, a 10% improvement in cost control is less valuable to their customer than a 10% increase in employee or process productivity for example.
  Addressing cost control can sink a salesperson into a price sensitive situation and it becomes all about the price not the value.
  This process requires more work but can produce more big sales, and the salesperson develops a great deal of credibility along the way.
  If a B2B salesperson is talking about anything other than those five issues they are probably wasting their time and their customer???s time.
  A properly developed ROI analysis, can justify the salesperson???s recommendation.

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  hardeepyadav200309/30/08 Report as spam
  2

  RE: 5 Simple Steps to B2B Sales Success

  yes i'm totally convienced about this points for b2b sales success.
  but every situation is diffrent so the decision making also diffrent according the conditions and nature.
  1. make the target first and think about the customer's likes and dislikes. and make the strategies and followed them seroiusly without delaying.
  2. took the research about constumer's nature and capacity to react on particular item.
  3. think about the future relations with customer. sometimes we are not sure about the services that we provided to our customers and we ar not provide any scope to feedback about our services.
  4. make a scpe for the feedback option for customer to react because this is good for our future strategies and help us in make the better decisions about sales and marketing.
  5. finally about the cost factor that deciding the quality ang quantity of product because today to make profit is not the easy task of businessmen so the cost facor is plays an important role in sales and marketing.

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  Geoffrey James, Sales Machine09/30/08 Report as spam
  3

  RE: 5 Simple Steps to B2B Sales Success

  QUOTE from Ray892244: If a B2B salesperson is talking about anything other than those five issues they are probably wasting their time and their customer???s time.
  
  
  I agree, but I think that your list of five things can be simplified. See today's post:
  
  
  
  http://blogs.bnet.com/salesmachine/?p=523

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  Geoffrey James, Sales Machine09/30/08 Report as spam
  4

  RE: 5 Simple Steps to B2B Sales Success

  QUOTE from hardeepyadave2: Every situation is different so the decision making also different according the conditions and nature.
  
  
  
  
  This is a valuable observation because one of the common reasons that sales efforts fail is that the sales rep follows a "vendor-focused" sales process. There's a danger that any sales "to do" list (like the one I provided) will be incorrectly seen as a blueprint that must be followed rather than a conceptual guideline that helps you understand the basic process.