DriveYourSucce$$

When Should You Give up on a B2B Customer?

So, when does it make sense to give up on a B2B customer? At what point do you stop trying to win their business?

For most companies, this decision is made haphazardly. Other companies rely on a more systematic way to determine if a B2B customer is no longer a viable target.

These companies measure a B2B customer's value according to a set of predetermined criteria.

Aggressive, Cocky and Ego-Driven B2B Salespeople Cost You Business and Customers

I've seen this situation countless times during my 25 years in B2B sales. You spend all that time setting up a customer visit with key decision-makers only to see another B2B salesperson's ego take over.

The best-laid plans can't overcome a loudmouthed, me-first, "I-know-everything" salesperson whose own ego can't get out of the way of a productive customer visit.

Instead of the customer divulging important information that will help your company grow its business, your ego-driven salespeople dominates the conversation with a constant barrage of what they know and how good they are.

This aggressive and cocky sales approach is not conducive to winning business.

B2B Sales & Marketing Basics: Starting the New Year Right

I’ve written about how B2B companies rely too much on digital marketing to identify, qualify, and close opportunities. 

In business-to-business (B2B) markets, an inbound strategy is a lead generator and a brand builder. It generates leads but is not merely a question of putting things on autopilot.

Invariably, your sales team must maximize its customer face-time to close sales. So, to help you hit the ground running in the New Year, here are some strategies to get your marketing and sales back to basics.

Why B2B Customers Use Objections, Stall Tactics and Roadblocks

Several salespeople are simply unable to handle customer objections. They immediately recoil once a customer puts up a roadblock. They back away, give ground, and become reactive, instead of proactive.  

Eventually, the customer assumes control and the result is a lost sale. However, this can change when you stop and understand why customers use stall tactics.

Top Enterprises Support Salespeople With After-Sales Service and Support

There’s a reason why very few people want to work in sales or business development. One the one hand you have customers with unrealistic expectations and unattainable price and delivery demands, and on the other hand you have internal company-wide policies governing what a salesperson can close and how they generate business. It’s a balancing act and one that many B2B salespeople have a hard time with.

B2B Sales: Customer Price vs Cost to Purchase – Exposing Your Competition's Hidden Costs Within their Offers

As a B2B salesperson, how do you go about explaining to your customer that their cost to purchase is actually higher with your competitor, despite your competitor’s lower price? Answering this question comes down to doing a comparison of your customer’s price versus your customer’s cost to purchase. These are two entirely different things and helping your customer understand this important difference can help you win business.

The Ultimate B2B Sales Tactic: Mr. Customer, We Want Your Business

Sometimes the easiest way to get a customer’s business is to ask for it. In fact, an argument can easily be made that the only way to get a sale is to ask for the sale. Unfortunately, far too many of today’s salespeople are taught not to ask for a sale.

Instead, they’re told to subtly take control of the buying process, but at the same time, leave the final decision in the hands of the customer.  This is not a winning strategy.

Sales Excuses Vs Sales Barriers: One Occurs When Opportunities are Available and Not Closed While the Other Stops Sales From Happening

I have worked in a marketing and sales capacity for several companies over the past 20 years – both as an employee and as a consultant. However, I am amazed at how often sales managers are unable to differentiate between a salesperson throwing out excuses for a lack of sales, and a salesperson putting forth viable reasons why sales can’t and won’t happen anytime soon.

There is an important difference between the two and companies must be able to identify these differences in order to increase their market share through increased sales. 

The Hidden B2B Decision Makers in Ever Customer Account: Going Deep to Win Business

What is the most common mistake business-to-business (B2B) sales managers, Directors and Vice Presidents make with respect to how they manage their sales teams? Well, while there are many potential pitfalls in sales, one of the biggest mistakes to make is assuming that every customer’s decision maker is the same.

Ultimately, there are several hidden decision makers and or influencers, individuals who continually have a say and ones who play a pivotal role in that critical decision to purchase.

Become Your B2B Customer: Simple Retention Strategies That Keep Customers

Why is B2B customer retention so effortless for some companies? More importantly, what do they do that makes their customers never even consider buying from another supplier?

Answering these two aforementioned questions is ultimately about assuming the role of a B2B customer. Start by focusing on how you would want to be treated if you were a customer of yours. Follow that simple principle and the rest will follow.