To thrive in the new economy, B2B sales teams will need new skills. Being likeable on its own won’t cut it. Playing the numbers game won’t work – there aren’t the numbers. To get cut through, your team must be able to use technology (ie. Phone and video), and scaffold their approach with systems and processes to consistently and effectively mine the opportunity that is left post COVID-19 crisis.
Effective selling utilises proven techniques that instils trust, confidence and customer ownership. With a deliberate approach to customer engagement sales people are empowered to proactively build their sales pipelines to systematically prioritise opportunities to win more business faster. Whether business is invoiced this quarter or next can make all the difference.
B2B sales people must be able to take a commercial approach to selling to maximise margin and profit while also delivering value to customers. That requires much more than regurgitating 1980’s sales methods to “convince and persuade” customers to buy. Empower your team to connect authentically with deeper skills that makes it easy for customers to understand your value to their business outcomes.
“We are growing in a challenging market and through the work, we have been doing with Ingrid we have strengthened our focus on building long-term relationships with our business customers. This has been a significant factor in building mutually successful relationships with our customers. We have seen new customer acquisition time frames reduced, conversion rates improved and individual YOY sales performance significantly improved.”
“I would recommend any business who is looking to transform their team to contact Ingrid”
Gavin Chater | National Sales Manager, Officeworks
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