Project Description

Beyond One Buyer: The New B2B Enterprise Sales Reality

When it comes down to it, business is all about making the sale. But how does a person go about building partnerships and making successful sales? Here are some major highlights from the podcast.

Guest Speaker:

  • Scott Sambucci, founder of SalesQualia

Key trends in enterprise sales

To help cut down on the long and windy sales process, try suggesting pilot projects that illustrate what your business is capable of.This not only proves your reliability and efficiency, but it can also identify who truly wants to become your partner.

How to find and contact stakeholders involved in the buying decision

Due to increasing risk reasons and high expenses, it is rare to find organizations that have a single buyer, so you’ll need to identify the multiple stakeholders who should be involved. As soon as you have an initial point of contact (the first phone call, a referral, etc.), you can ask a question like this:

“I know we are a long way off between deciding whether or not you want to use or buy my product/service, but do you know two or three others who you typically consult with internally about these kinds of decisions?”

How to craft a strong message

There are generally four major reasons buyers may decide on a certain product or service:

  1. It increases revenue
  2. It decreases costs
  3. It increases efficiency
  4. It decreases risks

List out all the different stakeholders and buyers within the organization. Ask yourself, “how will this stakeholder measure success when they purchase or integrate a new product or service? What are their metrics when evaluating different vendors such as us?”

Books about B2B sales

Sambucci recommended a few books about B2B sales that you may find helpful:

  1. The Challenger Sale, by Matthew Dixon & Brent Adamson
  2. Spin Selling by Neil Rackham
  3. Major Account Sales Strategy by Neil Rackham
  4. Startup Selling by Scott Sambucci
Download the Podcast on iTunes!

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