The B2B sales environment has never been more challenging, with economic forecasts predicting the loss of B2B sales roles over time with the introduction of intelligent technology. But what’s really going on in B2B sales and is there reason for concern?
Complex B2B sales is evolving at a rapid pace, however the approach to recruiting sales talent is not. The increase in complexity means that B2B sales is becoming increasingly systemised and sales leaders need to reconsider the talent profile of their ideal candidate.
B2B sales has changed significantly over the past few years, as B2B buyers have changed the way they buy.
With the innovation and general use of automation technology, account-based marketing (ABM) has become far more affordable and accessible in the Australian sales climate.
Once upon a time being ‘in sales’ meant cold-calling prospects, relying heavily upon your innate charisma and charm, persuading the prospect they needed your solution and trying to close a deal.
For many organisations, lead generation is one of the most challenging elements of their broader business development program.
What to look for in a good sales recruit can be a very vexing question for sales and business leaders. Sales isn’t just about the salesperson, it’s about your brand, your team and goals, and the journey your prospects take on the road to becoming customers.
There’s no question that sales and marketing must adapt to the modern B2B buyer’s journey. So much of the purchase process is self-serve, leaving sellers with limited time to stand out from competitors and build relationships with prospects.
A well thought out and implemented process in B2B sales is critical to success. B2B sales can be a complex and time-consuming process, involving many stakeholders and high financial stakes.
A sales methodology puts structure around the process a salesperson uses to do their job. It’s a set of rules for how to approach customers and sell products or services to them.