The COVID-19 pandemic has created massive heartache and loss across the globe. It has also led to the start of a worldwide recession. In stormy times such as this, how should B2B sellers adapt their tactics and strategies? Read on for sales enablement best practices for hard times.
Too often, B2B sales leaders focus on revenue goals when they should target sales tactics instead. So say Jason Jordan and Michelle Vazzana, the authors of the book “Cracking the Sales Management Code.”
Jordan and Vazzana make a compelling argument for sales leaders to concentrate on what is within their control rather than just aiming for a number.
Improving win rates is within your control. After many B2B win-loss analysis research projects, we have found that simple adjustments can make a huge difference to the effectiveness of your sales team.
Never waste an opportunity to learn from a lost deal.
What is competitive intelligence (CI)?
A nuanced understanding of the marketplace in which you and your competitors are situated? Yes.
Corporate espionage? No.
After hundreds of market research projects for B2B tech companies, we know the warning signs that a product will fail.
Are you losing deals because of your sales team’s actions?
The tech industry is all about market segmentation. Unfortunately, this tendency often leads tech companies to miss a key measurement of success: whether the solution is actually accomplishing the tasks it is being used for.
Your sales team is conducting qualitative research all the time. Talking to them is perhaps the lowest cost qualitative research project you could possibly do. It’s also your best chance to achieve a strong sales strategy in sync with the goals of your organization.
When it comes to B2B market research, there is no better tool than In-Depth Interviews (IDIs) for gathering insight.
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- — Win / Loss Analysis
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