- Customers have preferences in their engagement. These are linked to the departments they represent. Some want to be challenged ( 30%) while others prefer salesperson \u2018who listens, understands and then matches their solution to solve a specific problem\u2019(40%).<\/li>
- It\u2019s really a committee of one – this is contrary to the data around Account Based Marketing \/ selling where Gartner says there are at least 6.8 persons in a decision. Steve reports that one dominant voice exists in all such committees who ensures his \/ her choice of vendor 89% of the time and the sales person should target only them. <\/li>
- Market leaders have an edge This is again contrary to popular belief that the better solution wins. A dominant player in a market almost always takes the order. <\/li>
- Price works differently for different buyers. Some are sensitive, some are price conscious and some price immune. <\/li>
- It is possible to cut through bureaucracy, Sales IT and Engineering have more internal clout than say accounting, Human Resource and Marketing.<\/li>
- Charisma sells. The ability to master the intangible, intuitive human element of the sales process is key differentiator between winners and losers.<\/li><\/ol>\n\n\n\n
More reference data of the 76 part survey filled out by 230 buyers is in the articles.<\/p>\n\n\n\n
What do you think? Is the 2017 Buyer study still relevant?<\/p>\n\n\n\n
Link to the article\/s below :<\/p>\n\n\n\n
6 Reasons Salespeople Win or Lose a Sale\u00a0<\/strong>https:\/\/bit.ly\/2sZoTSv<\/a>\u00a0(HBR)\u00a0<\/p>\n\n\n\n
https:\/\/bit.ly\/2G2x4nr<\/a>\u00a0(Business Mirror)<\/p>\n\n\n\n
In case you missed this last time: B2B Buyer Research Reveals Key Mistakes Salespeople Make <\/strong>https:\/\/stevewmartin.com\/buyers-report-whats-wrong-with-salespeople\/<\/a><\/p>\n\n\n\n
If you want to find my earlier posts in this series check this link. I update this everyday. https:\/\/bit.ly\/2T5sI2Z<\/a> <\/p>\n","protected":false},"excerpt":{"rendered":"
I came across an article in Business Mirror (and HBR) by Steve W Martin a teacher of sales strategy at the University of Southern California Marshall School of Business where he outlines 6 major reasons why Salespeople wins or looses sales. <\/p>\n<\/p>