The exciting life of a B2B salesperson

B2B, Sales

Today’s post is about the see-saw situation in the life of a sales person. I am speaking from a B2B perspective. I don’t know if this is true in consumer sales or in other professions also.

I used to be a sales person in my initial years, moved into different roles and today have responsibilities for both marketing and sales.

For over the last 30 odd years its so happened that when you start your day with some very positive news from a customer – like a customer whom you had been following up for months for an order, suddenly calling you and telling you they want to give you an order for a million dollars.

You are elated with the fact that you have been able to beat your competitors. The customer has found value in what you’re offering, they believe your company can deliver the goods and they have found you to be a genuine and resourceful person.

As you move through the day trying to close on this customer’s order and feel elated, towards the end of the day you will receive a crisis call from another customer.

This customer will then be firing you on all the things that are wrong with your product or service etc. So you end the day feeling very low. What started on a high ends on a low.

On the other hand I have also observed the reverse when the day starts with firing on all sides and ends on a happy note.

But this is what makes the life of a B2B salesperson exciting. All customers are nice. They are also people and they have problems. They call out and fire you because they have expectations that you will solve their problems. If you solve their problems they will stick to you for a long long time. You will build deep relationships, that will keep giving you business for multiple years.

Till next time then, enjoy the sales role.

Carpe Diem!!!

Thi

Asking the right questions in the market – 2

Human Brain, Marketing, Questions, Sales, Thinking

I have already written a few posts on the ability to ask better questions.

When you are in a leadership position its very easy to get caught in the “why” spin. I am also at fault on this because I have been a big follower of the 5 Why’s process. The challenge which I always had was that I was dealing with people – whether my own sales team or the customer.

It’s not always easy to get the emotional side with a Why question.

The second part was that in a lot of cases you get multiple points which seem to be the root causes. The key is how do you prioritize among them.

When you’re dealing with machines and factories it is relatively easier to prioritize using things like the Theory of Constraints.

Today while I was going over the book The Road Less Stupid by Keith Cunningham I came across another type of question which he gives. I think you should read this book if you are someone who makes a living by managing teams.

He says one question structure which he has found very useful is “How might I …. so that I can…..”

I tried this same structure on one of the pertinent problems we face. Till now my general system for understanding the problem, as I mentioned was the 5 Why’s.

Today however I tried this and the answers which came out were much more constructive. Now I need to see how easily they get implemented. However it did change my thinking and made me less adversarial.

I would suggest you also try this method and off course read the book and let me know your views.

Till next time then.

Carpe Diem!!!

Leverage

Leverage, Marketing, Marketing Ecosystem, relationships, Sales, Uncategorized

When you think of the word leverage it generally ends up with a negative image intended mind. It sounds like being in debt.

In financial terms, leverage can have some negative connotation but today I am going to talk about the positive effects of leverage.

Archimedes is supposed to have said “give me a lever long enough and a fulcrum on which to place it and I shall move the world.” The biggest advantage of leverage that with very small effort you can achieve massive results. Little hinges swing large doors.

Moving in your car versus walking is leverage, automating a factory is leverage and all these help tremendously

In marketing (and sales also as part of marketing ) there are tremendous processes where we can leverage on things like automation etc.

But my favorite kind of leverage is relationships. These could be relationships with customers, relationships with vendors or your network. If you have enough good relationships in place, as Archimedes mentioned in a different context, you can grow your business dramatically.

However in any relationship is always better to give, before you get. That way the principle of reciprocity comes into play. Otherwise the person will feel exploited or used.

Other than relationships good sales people are tremendous leverage. A successful advertisement / message in one market can be leverage to get into other markets faster.

A CRM can help the new salesperson on speed faster to the accounts that she needs to target because all the historical information about the prospect is available.

A family of aspirational products and brands are also leverage for the company.

I would love to hear what is your favorite leverage in marketing or sales.

Till next time then.

Carpe Diem!!!

“Where” to meet your B2B buyer -2

B2B, Marketing, persistence, Positioning, Sales, segmentation, single target market

In my last post I wrote about how “intent” data could help you find the buyer or you could set up Marketing Joint Ventures with people who either sell before or after your product or service is needed.

Inspite of this however you need to figure out “when” they will buy, what will be the trigger to buy so that you can meet the buyer at that moment in case you have not been able to identify them in advance.

One of the key triggers in a B2B buying process is when there’s a change at the Executive level. Depending on what you’re selling, the Executive level could vary, sometimes a V.P level, sometimes a CXO level.

Whenever someone new comes in they always have an agenda to achieve in the next 1 year. If what you have to offer is part of the 1 year priorities then you can essentially get a reason to be in touch.

Keeping a track of new joiners at the executive level can help you identify the “where” to meet your targets.

Till next time then.

Carpe Diem!!!