B2B sales transformation and development
B2B sales forces must adapt to unprecedented changes:
Buyers are in the driving seat !They are well informed on line prior a first meeting: late entry in the buying cycle, with little data.
They buy according to their agenda, not the one of the sales person.
Business is less predictable !
Corporate decision making processes, priorities, and players change frequently: less predictable decision time frames,
Fast commoditization: price driven competition: margin erosion.
Sales and marketing resources are tightened, while time is counted !
49% of the sales persons did not make their target last year,
Job openings are scarce, while new market opportunities arise.
How to overcome these challenges and get a short term break even and a significant ROI ?
Traditional recipes are impotent!20th century manipulative sales methodologies and one shot trainings, with little to no results,
Tele-sales lead generation, focused on quantity, not on quality.
Modern approaches are accurate and result driven!
Sales transformation: sales force assessment to improve the most critical skills and behaviors gaps,
Innovative organizations, models, and ways of doing business on line.
Outsource development, focused on fast execution and flexibility.
Focused initiatives to change what has the highest business impact short term,
Outsourced business development and marketing campaigns.
