Is my product or service unique? Is there no other like it? Have I asked my client what they value about me? What do they look for in others? What helps them the most (or could help them the most) apart from my product catalogue and personal affinity? What is their business and their problems?
The answer is probably no or “I already know my customers because I have been selling to them for 50 years.”
Here's the key. A new B2B sales process is no longer about how to get australia whatsapp number selling, it's about generating tailored customer experiences, and to do that you have to know (and ask) many of the things we started this paragraph with.
This is why Sales needs Marketing and the Customer as a partner to build this process. Asking the customer all these questions in an open and aseptic way is key to approaching how to design a sales process.
In our experience and through our customer analysis service, we obtain the appropriate information to know where we should focus. Without this 360-degree customer assessment or perception, we will remain stuck in the old mantras and the B2B sales process will be more of the same.
Take a look at the chart below. According to Gartner, these are the points that a client's B2B purchasing team seeks to resolve in their purchasing process before becoming a customer. Is this important to know?