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:10/22/2014)... , Oct. 22, 2014 Nuvilex, Inc. ... approximately 400 million people worldwide are living with diabetes, ... people by 2030.  The global market for diabetes treatments ... approximately 330,000 people worldwide died from pancreatic cancer.  Pancreatic ... due to cancer in the United States ...
(Date:10/20/2014)... , Oct. 20, 2014 Mapp Biopharmaceutical,s ... ZMapp™ antibody therapeutic to fight the Ebola outbreak ... and time-consuming the production of pharmaceuticals can be, ... publisher said that while some may be taken ... compound, those with industry knowledge are well aware ...
(Date:10/20/2014)... , October 20, 2014 , ... (GI) disorders and the delivery of care has revealed ... and worrying inequalities in the provision of healthcare services ... was commissioned by United European Gastroenterology (UEG), have been ... and public awareness of the burden of GI disorders ...
(Date:10/20/2014)... Rochelle, Virginia (PRWEB) October 20, 2014 ... of NDA Partners LLC, announced today that Ellen ... and legal support for the pharmaceutical industry, has ... and manager of its legal services practice. ... reports and expert witness and testimony, to top ...
Breaking Biology Technology:Nuvilex Brief Analyst Report: Thinking Outside the Box by BrokerBank Securities, Inc. 2Kalorama: ZMapp Highlights Need For Faster Biopharmaceutical Production 2Kalorama: ZMapp Highlights Need For Faster Biopharmaceutical Production 3Major Survey Reveals Changing Trends and Inequalities in Healthcare Provision for Gastrointestinal Disorders Across Europe 2Major Survey Reveals Changing Trends and Inequalities in Healthcare Provision for Gastrointestinal Disorders Across Europe 3Major Survey Reveals Changing Trends and Inequalities in Healthcare Provision for Gastrointestinal Disorders Across Europe 4Major Survey Reveals Changing Trends and Inequalities in Healthcare Provision for Gastrointestinal Disorders Across Europe 5NDA Partners Appoints Ellen Teplitzky, JD as Director of its Legal Services Practice 2
... /PRNewswire-FirstCall/ - Neptune Technologies &,Bioressources Inc. ("Neptune") (NASDAQ.NEPT ... 2009 first quarter ended August 31, 2008., ... 31, 2008 was,$2,366,000 compared to $2,085,000 for the ... of 13.5%., The Company substantially decreased its ...
... best "gecko foot" dry adhesive got a new competitor this ... the journal Science by a team of researchers from four ... ability of gecko lizards to scurry up walls and cling ... amazing ability to microscopic branched elastic hairs in their toes ...
... 2 in ranking; up six spots from last year, ... recognition as a leader in biotechnology not just for its,ground-breaking ... Monsanto, headquartered in St. Louis, Missouri, took second place ... a leading,industry publication. The company moved up six spots from ...
Cached Biology Technology:Neptune Technologies & Bioressources Inc. reports first quarter results 2Dry adhesive based on carbon nanotubes gets stronger, with directional gripping ability 2Dry adhesive based on carbon nanotubes gets stronger, with directional gripping ability 3Dry adhesive based on carbon nanotubes gets stronger, with directional gripping ability 4Monsanto Recognized as Top Biotechnology Employer by Science Magazine 2
(Date:10/16/2014)... NXT-ID, Inc. (NASDAQ: NXTD ... company focused on the growing mobile commerce market announces ... the Smart Wallet, at the 13 th annual ... global conference on the intersection of technology and the ... , founder and publisher of the Strategic News Service™, ...
(Date:10/15/2014)... rapidly and to an unexpected extent. The outbreak does ... the virus shows a new disease dynamic in regions, ... reason, the German National Academy of Sciences Leopoldina, acatech ... the Union of the German Academies of Sciences and ... today. , In the statement the academies call for ...
(Date:10/14/2014)... – Like discriminating thieves, prostate cancer tumors scavenge and ... body. But such avarice may be a fatal weakness. ... way to kill prostate cancer cells by delivering a ... destroys the diseased cells brimming with the mineral, leaving ... two drugs already commercially available for other uses, could ...
Breaking Biology News(10 mins):NXT-ID Inc. to Present at 13th Annual FiRe Conference 2NXT-ID Inc. to Present at 13th Annual FiRe Conference 3Academies call for consequences from the Ebola virus epidemic 2Academies call for consequences from the Ebola virus epidemic 3Academies call for consequences from the Ebola virus epidemic 4Academies call for consequences from the Ebola virus epidemic 5Prostate cancer's penchant for copper may be a fatal flaw 2
... new study led by the Wildlife Conservation Society and Zoological ... the Sahara, has suffered a catastrophic collapse of its wildlife ... representing 28 scientific organizations assessed 14 desert species and found ... confined to one percent or less of their historical range. ...
... and described a new species of wild eggplant, found in ... cowiei , recently detailed his findings in the journal ... "gender bending," and explained that the females actually pretend to ... doing is duping bees into visiting their flowers," Martine said. ...
... ALEXANDRIA, Va.December 3, 2013Nearly two-thirds (65%) of Americans ... shutdown in the months ahead as Congress continues ... a new national public opinion poll commissioned by ... sentiment is shared across party affiliations: Democrats (66%), ...
Cached Biology News:Study documents catastrophic collapse of Sahara's wildlife 2Unlikely collaboration leads to discovery of 'gender-bending' plant 2Unlikely collaboration leads to discovery of 'gender-bending' plant 3Majority of Americans believe another government shutdown likely in coming months 2Majority of Americans believe another government shutdown likely in coming months 3
... Ease of Use : GeneTraffic ... software tool for biological research. GeneTraffic provides ... to validate your data prior to analysis. ... Quickly define your projects using the MIAME ...
... rigid macroporous hydrophilic media. The rigid polymer ... pressures, while the macroporous beads enhance access ... reduces nonspecific binding. Macro-Prep High Q support ... very high flow rates and resolution. It ...
... siTrio siRNA --- a cocktail of 3 ... of interestis our most popular product. The ... 75% knockdown of your target gene when ... for transfection and confirmation of optimal transfection ...
... IDS 25-Hydroxy Vitamin D kit is ... determination of 25-hydroxyvitamin D (25-OH D) ... serum or plasma. Our patented DIRECT ... solvent precipitation and centrifugation and therefore ...
Biology Products: