The Street Savvy Sales Leader

Meeting your B2B sales targets is a live or die corporate goal.

Companies that fail to meet their B2B sales goals in today’s competitive marketplace often cite three main reasons:

1. “The buyer’s journey has changed dramatically” – Salespeople can no longer sell to one buyer at a firm; now, they must sell to a large team of buyers. The Gartner Group reports that companies of 100 to 500 employees typically assign seven different people, as a group, to handle B2B purchases. Most buyers have less time to confer with individual salespeople than in the past, and buyers increasingly shun risk. They expect much more from salespeople.
2. “It is tougher…to differentiate your offering” – Contemporary commercial markets feature more similar products than at any time in the past, so products and services – and those who sell them – have a harder time standing out. Sometimes it seems as if everything is becoming a commodity.
3. “Sales reps are facing increasingly complex and time-challenging demands” – Companies now require B2B salespeople to submit comprehensive information...