1. The epidemic in B2B sales prospecting

        Many B2B selling organizations hit a wall in their new customer acquisition and revenue growth rates. Sales pipeline quality, volume and conversion rates are both symptom and impact of this situation. This condition is especially evident in companies that are engaged in a complex or solution sale. Sometimes this is called a system or platform sale. The analyst firm SiriusDecisions calls it a “new paradigm” or “new concept” sale.  I and others use “value sale”. Even companies with a traditional, product selling model are not immune. Companies that experience stalled revenue growth may attempt to shift from traditional product selling, to a more consultative and comprehensive solutions or platform approach. Too often they bring their traditional selling mindset, process and skillset with them. The B2B sales prospecting epidemic is the result of a critical underlying cause most people are unaware of and do not fully appreciate even when they become aware.   An Example Companies that have had a...
  2. The B2B Value Sale is Actually Three Distinct Sales

      Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates. A significant cause is sellers haven’t realigned messages, sales conversations, and sales process to the way buyers buy. This situation becomes more pronounced when selling to prospects who aren’t in an active buying process. We call this a “Find vs. Create Opportunity” situation. (See Find vs. Create Sales Opportunities) When I speak with B2B sales professionals they readily acknowledge there are not enough active buyers to meet quotas. In most organizations sales people tell me 80% of sales prospects have to be “created” as opportunities. But even with active buyers there are opportunities for B2B sales professionals to up their game. After all, they are often...

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