Classic Gems of Sales Research for Your B2B Success
By Michael J Griffin
3 minute read
Clarity through Covid is crucial in our B2B marketplace. A recent study by Tamara Schenk of Showpad is telling on the difficulty of closing B2B deals:
46% salespeople say their customers have put a hold on buying decisions
43% salespeople say buyers have made B2B buying decisions a lower priority
36% salespeople say buyer budget cuts have hampered sales
Statistics like these give us B2B salespeople a fuzzy future. But some aspects of B2B selling are timeless and crystal clear:
Protecting your existing customer’s loyalty is a must
Communicating clearly & consistently with customers through different modalities is a must
B2B selling & communication skills are always the rock solid foundation for maintaining and building healthy customer relationships
Your positive attitude of service and helpfulness is glue and oil of long term trusting customer relationships
Successful salespeople proactively learn to increase their value to create win2 outcomes with their clients.
“Your attitude determines your altitude in life,” says Zig Ziglar.
Fill your emotional fuel tank daily with the attitudes of gratitude, resilience, and practical optimism.
We are being bombarded by social media on how we must change how we sell. Yes, some of the advice we get will navigate us to sell better, but the foundations of B2B selling and customer service are timeless. The foundations give us clarity and strength. I dug out select research papers from my “sales alma mater” AchieveGlobal that you may want to read to give you a clear B2B vision of selling no matter what the world throws at you. Here are the foundational titles I have collated to support your sales success:
Four Keys to Customer Loyalty
Consultative Selling Today
Superior Sales Performance
Path to Sales Effectiveness
Selling in a Competitive World
Sensational Sales Management
Find all these sales research classics by downloading them in one folder here. I entrust you will find them insightful and give you renewed clarity to be the B2B salesperson you have potential to be, no matter what the future brings.
Have a great August because of your great positive attitude to practice the foundations of B2B selling!
Michael J Griffin
Founder ELAvate Sales!
Master Sales Coach
John Maxwell Team Founder