TREP TIP: HOW TO MASTER YOUR SALES PROCESS FOR B2B SALES
This post by Kevin Wilkins originally appeared on Silicon Bayou News.
Like everything else in business, effectively selling requires a process. Whether you’re a member of a sales team or an entrepreneur, defining and mastering a systematized sales process is a key element in operating a successful business. The focus of this Trep Tip is on the institutional side– commonly known as B2B (Business to Business) sales.
The key to B2B sales is remembering that, despite the name, the process is not one corporate entity selling to another, but two humans trying to find a mutually beneficial solution. Relationships are the cornerstone of effective business, and sales is no different. Due to the number of decision makers, the institutional sales cycle is typically much longer than the retail cycle, providing plenty of time to build substantive one-on-one relationships.