What are the ten deadly sales mistakes in B2B Sales? Before we try to answer that question, let us try to understand why B2B (Business to Business) sales models differ from the traditional B2C (Business to Customer) sales models that we know about.
B2C model has a shorter sales cycle in which customers progress through one stage to another in quick succession. This makes it easier to offer customized solutions at every stage of their journey.
But, the B2B sales journey is more complicated. It is layered and there are several decision-makers involved in the whole process. This is natural as most B2B purchases are big-ticket affairs. Every proposal is scrutinized by different departments and stakeholders.
Say, if you are investing in a B2B eCommerce platform, the IT team wants to be sure of the features and security it provides. The finance team wants to know about sunk cost and ROI (Return on Investment), while the sales team wants an engine to reach out to customers faster and generate quick sales. For selling B2B products, keep these points in mind, and craft a proposal that answers the complexities of the B2B sales cycle.
Most B2B salespeople fail to deliver a B2B experience and repeat some common mistakes. Here are some of them with tips and solutions.
Source: https://www.ewizb2b.com
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