Venkatesh M.’s Post

There are no complex #sales, only complex purchases. Your champion is the only one that can close a deal. Even though they do the internal selling, they're new to it and consequently not good at it. Without enabling them effectively they will inadvertently add risk to your deal. Buyers need help. Buyers' needs and expectations are also changing. B2B buying today is complex, painful and slow, but B2B buyers expect the buying process to be more like B2C: simple, pleasant and fast. Companies that embrace have an immediate competitive advantage because they simplify B2B buying by coaching and guiding their champions to sell for them, which translates to closing more deals faster. A solid Buyer Enablement strategy has been shown to increase close rates and shorten sales cycles. It can be a steep climb to shift from a seller to a buyer-coach mentality. But it's the only way forward in B2B! We attempted to make it easier. This guide will get you there in 5 steps by employing what's called the DEEP-C™ Buyer Enablement Framework. #buyerenablement #consensus #presales #sales #salesengineers #scalingpresales #solutionsarchitect

Are you blind to the fear of your buyers that's costing you sales? See how to turn their deepest anxieties into your strongest sales pitch in 3 steps: Buyers don't fear missing out on: →Trends →Hype They fear missing out on: →Staying competitive →Solving critical problems →Maximizing growth/profits As a B2B seller, you can capitalize on this fundamental fear. How? 1. Use Urgency and Scarcity →Limited-time offers/discounts →Early access to new products/features →Exclusive/premium packages 2. Paint a Vision of the Future →Where the industry is headed →Consequences of inaction →How your solution future-proofs them 3. Relevant Customer Stories →Similar companies who achieved X with your product →Overcoming the same challenges they face →Measurable results that resonate At the end of the day, buyers want to feel confident their purchase decision keeps them ahead of the curve. By tapping into their fears around being left behind, you become the trusted guide showing them the path forward. The key is making it about their business needs, not just marketing fluff. With the right insights and urgency, you can turn their FOMO into a closed deal. #B2B #salestips #B2Bsales

B2B buyers spend more of their buying process online because they don't believe Sales reps offer VALUE.    I admit, I only go to a rep when I want a demo or pricing.    This is a MASSIVE missed opportunity for B2B Sellers. You completely miss the chance to: 💡 Frame the conversation and lay competitive traps 💡 Build a relationship with the prospect 💡 Actually understand the customer problem (so you can best position your solution)    When a rep does actually offer value by helping me understand my problem better & what others like me are doing to solve it... Guess what? I chose them.    ✅ Reps need to offer value to buyers  ✅ To provide value you need to really understand a customer's problem  ✅ That means more DISCOVERY, less pitching    B2B companies need to invest more in enabling reps to do better DISCOVERY... And that doesn't mean a new methodology or more training (which we all know doesn't stick!) It means enablement that actually supports reps delivering consistent discovery in live conversations. That's why we built Cuvama afterall 😉 #salesenablement #b2bselling #salesdiscovery

How can you help your sales force overcome this deal freeze? In a LinkedIn survey, 58% of B2B buyers ranked “trustworthy” as one of the most important traits for salespeople. Furthermore, 89% of buyers describe the sellers they choose to move forward with as a “trusted advisor.” Learn how to turn your sales team into the trusted advisors buyers crave: https://buff.ly/3Gz9zjX #CloseYourDeals #RevenueEnablement

🎯 Sales teams are struggling to hit their targets in 2024 amid major shifts in buyer behavior. Wondering how to come out on top? 🤝 Work with your partners. Buyers are actively engaging with them and sales teams need to be co-selling with their partners to stay relevant and clinch those victories. 🏆 Explore more insights in Judy Loehr's follow-up to her blog series, "Sales is Broken." 🔗 https://lnkd.in/gUn6pk9m #B2BSales #SalesTransformation #CoSelling #YearOfCoSell #CoSellTransformation #SalesTransformation

Partners are vendor agnostic and, as such, are trusted advisors. When your sales reps leverage partners, sales increase exponentially. #channelpartners #roi #trustedadvisor

Nothing is more frustrating than putting time and resources into prospecting just for the deal to lie frozen. Yet, the trend of indecision makes sense when you evaluate how tumultuous the ever-changing buying journey is.   As a leader, it is your job to encourage your salespeople to Seek to Serve™ buyers and stand out. #CloseYourDeals #WinRates #Trustworthiness  

There’s one huge thing we overlook in B2B sales. Which is that emotions drive all behaviors – not just in buyers but in sellers too! So when you try to instill new behaviors in your sales org without understanding the emotions that drive them, it’s like trying to install a new software that’s incompatible with the operating system. And the operating system is all about survival, which means that fear is the primary emotion driving their behaviors. That’s when the fight or flight response kicks in. This is why sellers do things like freeze up in discovery, or freak out about losing a sale, or worry about their commission. These behaviors push the buyer away and cause deals to be lost. Join me in this upcoming Gaping on: - How the Fight or Flight Response triggers seller behaviors - Why those behaviors kill deals - What can be done to override this response and create positive change See below for registration link. #salestraining #behaviorchange #gapselling

96% of B2B buyers say that value is the most influential factor in their purchase decision. ⚖️ But, according to Forrester Consulting, only 10% of buyers report that sales reps are "value-focused". There’s a big divide between what buyers expect and what sellers are delivering. 🌉 How does your team discover value in deals? #valueselling #sales

Early frictions in B2B sales: 🔄 There's a tug-of-war between buyer preferences and the established sales process. This conflict impacts the smooth transition from SDRs to AEs, affecting conversion rates and sales velocity.📊 Consider this: 1. Buyers prioritize experiencing the product's value firsthand, but they're met with the rigidity of SDRs' calendars, creating a mismatch in expectations. 📅💡 2. Buyers seek meaningful discussions about their challenges, but encounter predefined BANT questions, causing a disconnect in communication.❓🤝 3. The urgency of prospective buyers often clashes with the structured queue system, leading to delays and frustration.⏳😣 4. Qualified buyers anticipate fresh conversations with AEs, but they find repetition of the same inquiries posed by SDRs, dampening their enthusiasm.🎯🔄 5. Buyers prefer accessing information as needed, in a non-linear manner, but encounter a linear flow based on predefined stages, disrupting their desired learning curve.📈🔄 These discrepancies highlight the need for a more synchronized approach, aligning buyer expectations with the sales process. The challenge lies in crafting a more flexible and buyer-centric engagement model that accommodates diverse buyer preferences while ensuring a smooth sales journey. #b2bsales #sdr #buyerenablement #sales #salesenablement #dealclosing #salesfunnel