Tag Archive for: Sales

HOW B2B SALES LEADERS ARE ADAPTING TO THE NEW GENERATION OF BUYERS

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Read how to adapt to the new generation of millennial buyers:
– Younger generations are increasingly moving into decision-making positions in B2B purchasing. This requires a rethink of customer communications.
– To attract and retain the new B2B generation, suppliers need to create more positive digital experiences along the customer journey.
– With the right coaching and supportive consulting, companies can better align their sales strategy with the new generation and deliver sustainable value.

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PRICE NEGOTIATION TIPS | HOW TO CONDUCT A PROFESSIONAL PRICE NEGOTIATION

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Always follow the QUID PRO QUO principle. Even small rebates can have a devastating impact on the bottom line of a company. Many salespeople are not sufficiently aware of this fact. During contract negotiations, they are often quick to offer discounts.

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FIVE STEPS TO A STRONG VALUE PROPOSITION

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Five steps to a strong value proposition. High performing salespeople are essentially change agents. They recommend, advise and support their customers and aren’t afraid to push when it’s in their customers’ best interests.

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EUREKA: THE IDEAL THREE-TIER PRICING MODEL

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Many pricing models are divided into three tiers, for example GOLD, SILVER, BRONZE. The questions that arise are: How do we ensure that customers buy the middle price as intended? What is the right spread?

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CHALLENGES AND TOP PRIORITIES IN SALES 2021

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A recent study reveals the biggest challenges and priorities in sales in 2021, with responses from 423 sales directors, CSOs and CEOs identifying the biggest challenges and their main sales priorities for 2021.

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Heureka: The ideal three-tier pricing model

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For a long time I have been looking for the ideal three-tier pricing model. How do we get almost everyone to buy the middle price?

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Insights into the B2B shopping trip – Know YOUR customers

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“Know YOUR customer”. This is still the most important task for marketing. Forrester Research has vividly depicted the B2B (Customer Journey). Have a look yourself.

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B2V – BUSINESS-TO-VIDEO // The ultimate tips for video calls with the experience of the Corona times

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B2B, B2C, B2B2C, B2G, … these abbreviations stand for different sales channels. I would like to add a new approach based on the experiences made in the last months: B2V – Business-to-Video. This is the appropriate description for the many video calls we have made with our customers recently. But how do you prepare yourself and your sales team for B2V? Here is my suggestion how to do it.

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These values count in B2B sales: 40 things that really matter to your customers

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Purchasing decisions of B2B customers are more similar to those of private customers (B2C) than it may initially appear. It is not only objective criteria that count; subjective factors also play a role. These include whether the brand matches the positioning of the own company or whether the design and features are attractive. This article takes a look at the research and explains how – with the right data – it can be used to help you better understand the more personal elements behind your customers’ decisions. From this you can then form a value proposition that meets the deepest needs of your customers. After all, the customer should perceive the products and services of his supplier as unique and make his decision accordingly.

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Thinking beyond the purchase: The dynamic customer life cycle

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The management consultancy Gartner recognised early on that it is not enough to focus on the pure purchasing cycle. Since it is no longer enough to simply win orders, the focus must be on the entire customer life cycle. Here is a summary of the Gartner ideas from 2016.

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