Everyone can sense that B2B selling is changing. The common misconception though is that this change has been brought about by the events of 2020 alone. That maybe we’d have been fine to continue as we were if not for the impact of COVID-19 on the global
But this wouldn’t be accurate.
B2B selling has been changing for a long time. The writing has been on the wall for a while to show that businesses need to evolve, and the future was already on its way. COVID-19 just brought that evolution forward a few years.
There is always the question of whether something is too much or not enough?
[Alec Baldwin in the iconic film Glen Garry Glen Ross]
Are you spending more than you need on salespeople, when prospects and technology are doing over 60% of the work before a salesperson even gets involved?
Although salesXchange can boost your exposure and presence, networking the right way always helps.
Business-to-Business networking has become one of the most popular methods of new business generation for small to medium sized businesses in the UK, but it is also known for being a "slow-burn" process.
"Help" I hear you cry, "networking is not working". But what's the alternative?
The business world has changed and there's nothing we can do about it. The trouble is, the professionals who we have relied upon for direction are still living in the world of the 1980s and 1990s, telling young business people that the way to generate new business is by continuing with the same out-dated activities they used.
When you are planning your outbound marketing strategy, it can't be done in a vacuum.
The differing forces that affect sales are predominately from the customer's perspective. We are no longer in a market which is sales driven, rather, it is driven by the consumer every time.