Train and promote consultative prospecting for the sales team
Posted: Sun Dec 22, 2024 8:16 am
Promote coherence and consistency in relational dynamics (internal and external)
The way of relating must be consistent with the level of priority that the company wants to undertake.
For example, the organization of sales teams must prioritize priority segments regardless of other criteria such as geography.
We are talking about a kind of Key Segment Manager instead of a how to get australia whatsapp number regional or product representative, where the competency is to know the client and their needs perfectly.
Internal meetings (sales, general, etc.) should be closely associated with specific segments and not with products, markets or sales.
Being a customer needs specialist instead of a product specialist will require a new way of organizing, new skills, new techniques and even new topics of conversation.
A B2B market segmentation idea requires constant updating because customers are changing, new ones are arriving, etc. When we talk about how to implement a B2B market segmentation, it is important to keep this in mind.
The sales network must ask and understand what searching and obtaining information may be more important in the medium term than talking about a product again.
The prospecting process or dynamics (if it exists) must also be adapted to specific segments. Working on how to implement a segmentation of b2b or industrial markets involves thinking about active or potential clients.
The way of relating must be consistent with the level of priority that the company wants to undertake.
For example, the organization of sales teams must prioritize priority segments regardless of other criteria such as geography.
We are talking about a kind of Key Segment Manager instead of a how to get australia whatsapp number regional or product representative, where the competency is to know the client and their needs perfectly.
Internal meetings (sales, general, etc.) should be closely associated with specific segments and not with products, markets or sales.
Being a customer needs specialist instead of a product specialist will require a new way of organizing, new skills, new techniques and even new topics of conversation.
A B2B market segmentation idea requires constant updating because customers are changing, new ones are arriving, etc. When we talk about how to implement a B2B market segmentation, it is important to keep this in mind.
The sales network must ask and understand what searching and obtaining information may be more important in the medium term than talking about a product again.
The prospecting process or dynamics (if it exists) must also be adapted to specific segments. Working on how to implement a segmentation of b2b or industrial markets involves thinking about active or potential clients.