How Do We Improve our B2B Sales Batting Average?
Roughly 50% of #B2B#sales deals slip or die prior to quarter’s end. How do we better manage milestones and accelerate deals?
Brandon Grieve of Cohesity joins Microsoft and ex- AT&T leader Carson V. Heady to discuss.
It starts with ensuring the foundation is sound: to get meaningful deals done and have true #collaboration with clients, it starts with the right #relationships with #influencers, understanding budgets and #management of timelines.
Driving enough #pipeline to ensure translation to results is important, but we also have to improve our batting average. We cannot “lose the deal” before we ever get started.
Our processes – too often – are aligned to how #salespeople want to sell rather than how #customers want to buy. What are their objectives? What is their pain? Are we actually aligned?
Brandon outlines his 5 P’s: The Pain, Purpose, People, Preferences, Process – these are the critical customer perspectives we must understand to build a foundation to a relationship or deal.
Numbers and results (or lack thereof) help us diagnose where we need to adjust process. If we control the controllables in the relationship and deals, built on trust, transparency, and mutual accountability, we enhance our probability of #success.
