- January 5, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My articles begin with analogies so we’ll start by asking, has baseball changed?
Games take longer, there is role specialization, starting pitchers rarely complete games, hitters are stronger, pitchers routinely throw in the mid 90’s and there is a trend towards either hitting a home run or striking out. But it’s still baseball. It is still played the same way. The changes are superficial.
And in the context of how it affects salespeople, has buying really changed?
If you believe what is so frequently written by digital marketing folks, then buying has changed dramatically. But just because a digital marketing person wrote it, does that make it true?
We must discuss buying in the context of buying from salespeople so we will begin by differentiating facts from claims. Let’s begin with what we know for absolute certain.
B2B buying can be broken down into the following categories:
- Point and Click Transactional Purchases (navigate to a website and buy it)
- Talk and or Meet with an Expert (salespeople)
For transactional purchases, salespeople have been eliminated so to that extent, sales has changed dramatically!
For other B2B purchases, salespeople still have significant involvement – for now. Prospects search Google, visit websites, learn about products and services, and even get a sense for pricing. For their part, salespeople who regurgitate the same information that prospects can find online are simply redundant, fail to provide any value, and won’t be around for long. It is imperative that salespeople provide value by actually being the value and from that perspective, one of the salesperson’s responsibilities has changed.
It is more difficult for salespeople to reach decision makers of larger organizations as they are better protected than before and tend to rely more on group decision making.
When the onset of the pandemic introduced virtual selling to the masses, more buying options than ever before became available because the business that is 3,000 miles away is suddenly no further away than the one down the street.
The way that buyers find salespeople has changed. They may use the aforementioned Google search, but are just as likely to find a trusted source from an expert Blog, through LinkedIn, or Facebook. While marketers will use that as proof that outbound selling is dead, that proclamation is propaganda, not fact. Inbound marketers generate a lot of interest and leads on which to follow up but the quality of those leads is questionable and inconsistent and there are big problems when handing them off to salespeople. Salespeople who still do their own prospecting by phone schedule plenty of quality meetings to keep their pipelines full.
So how buyers and sellers find each other has changed, decision makers are more effective insulating themselves, and there are more buying options. What happens after that?
The digital marketing folks say that the buying journey is 57% complete when a buyer first reaches out to a salesperson. Most ineffective and underperforming salespeople agree that prospects seem to know what they want and all they have to do is quote prices, prepare proposals and take orders. Of course that’s why they are ineffective and chronically underperform.
Today’s buyers are self-educated and salespeople mistake that knowledge for readiness. Salespeople tend to take the path of least resistance and the knowledge they mistake for readiness lulls them into the quote, proposal and order taking mode. As a result, they don’t follow their company’s sales process or worse, the company’s sales process has been modified to reflect buyers being ready. If the buyers were truly ready at this point they would actually buy but the additional options prolong instead of shorten the sales process.
The top 20% of all salespeople have not fallen victim to the false sense of security offered by poor quality inbound leads or the myth of the buyer journey being 57% complete. They leverage new tools and technology to take a more consultative approach, follow their sales process, nicely challenge prospects who seem to be ready, uncover the reasons and consequences that led them to buy, get them to think differently and get prospects to see them as subject matter experts. They qualify more thoroughly than ever, talk with and/or meet decision makers, and close two to three times more business than their underperforming, order-taking colleagues.
Buying has changed to the extent that it’s easier to start the process and reach out to potential vendors. Selling has changed to the extent that most salespeople are less effective and top salespeople are closing a bigger percentage of the business than ever before.
This can all be fixed. How?
A Sales Team evaluation identifies the issues.
A Custom Sales Process helps salespeople to meet the correct milestones with the proper people at the optimal time for the right reasons. Integration of the sales process into a CRM application that is designed for how you sell and who you sell to is crucial.
Sales Leadership Training and Coaching train your sales leaders to coach up their salespeople.
Sales Training that demonstrates a consultative approach, utilizes role-play and models what great selling looks and sounds like.
An integrated approach to sales development changes everything. Isn’t it time?
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