The customer stakeholder saying “no” may be completely HIDDEN from the key account manager. Key decision-makers are ABUNDANT… on average, 5.4 people per B2B buying decisions, which drops their “intent to purchase” below 50% (compared to individuals at 81%). Many critical decision-influencers are RELUCTANT to meet with a salesperson. And because these decision-influencers hail from different job functions, they DISAGREE on what is needed.
Learn how to overcome this with Key Account Blueprinting
Research shows top sales professionals ask customers questions such as, “What problems are you facing?” Why not ask this before you develop a new product —not just afterwards? Such questions engage, so customers are often “half-sold” by your launch date. And their answers let you create much better new products. So… one question, two benefits.
More in Leader’s Guide Videos Lesson 17, Engage your B2B customers
Most sales professionals are rewarded for one thing. Selling. This year. But if you want to sell a lot more in 2-3 years, better learn today what customers really want. Who better to do this than the people you’re paying to meet with customers daily? Perhaps future companies will unleash sales-and-learning pros… not just sales pros.
Learn more about B2B innovation at theaiminstitute.com