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 Salespeople are Risk-Takers: Why You Need to Give Them a Long Leash

Over the years, I’ve had many conversations with consulting customers about how the best sales and business development professionals are, first and foremost, risk-takers.

However, is this an inherent trait only found in a select few salespeople, or is it a byproduct of working for a forward-looking enterprise, one that encourages its salespeople to take risks?

I believe that most salespeople would take more risks if given the chance, and it’s this ability, freedom, and empowerment to take more risks that end up helping companies achieve their goals.

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.

Three Reasons Your B2B Customer Puts on the Brakes and Doesn’t Buy

Everything is going great. Your customer is engaged in the process and seems convinced by your value assertion. They're close to making that all-important first purchase until suddenly, quite unexpectedly, they put on the brakes.

Now, how often has this happened to you? If you've been in sales long enough, then it's fair to assume you've encountered this situation several times. It happens to even the best of salespeople.

However, the question then becomes: Why do B2B customers suddenly put on the brakes?

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.

When B2B Customers Demand Lower Pricing and How to Handle It

If you’ve been here before, and have read some of my previous posts, then it’s more than likely that you’ve come across this subject already. However, it’s a critical part of succeeding in sales and should be revisited once again.

When a customer complains about your price what they are really worried about is how that price will impact their costs. If you can get them discussing how your product will reduce their costs, then you’ll get the sale.

Overly Optimistic Salespeople: Five Consequences of Being Too Enthusiastic

There is this prevailing view in sales management that a salesperson has to be enthusiastic about their product, enthralled about the opportunities around them, and highly motivated to continually push past “no” until the customer finally relents and makes a purchase.

Persistence is an adjective all salespeople like to use, and rightfully so. Unfortunately, there are direct consequences to salespeople being overly optimistic and they’re ones most companies don’t see until it’s too late.

By the time the company has realized that its salesperson isn't actually listening to what customers actually want, they've already lost out on a number of opportunities. 

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.