We’re standing at the precipice of a revolution in B2B sales. The landscape we’ve known for decades is transforming before our eyes, and it’s time we take a good, hard look at what’s coming.
Today’s B2B buyer is unlike any other. They research extensively, compare options thoroughly, and make decisions differently than any generation before them.
Imagine someone who knows nothing about sales, coming up to you and asking what a manufacturing sales rep does on a daily basis – how would you answer?
Sales in the manufacturing industry can feel like a page ripped straight from Dante’s Inferno – “abandon all hope, ye who enter here.” That might be a bit overdramatic, but you don’t have to spend much time in the manufacturing space to understand that the struggle is real.
Sometimes the industrial manufacturing sales world can feel like a high-stakes game of whack-a-mole. Challenges and obstacles are constantly popping up, and more reps than ever are struggling to earn a seat at the table and drive results.
Have you ever heard the old saying that “the only constant is change?”
In real estate, the saying is “location, location, location.” In the world of technology manufacturing sales, location is replaced with the word “access.” Access is critical for any sales organization, but in the technology industry, it has become the single most important factor that determines sales success.
Have you ever been set up on a really bad blind date? You are probably thinking to yourself, “What the heck does a blind date have to do with sales rapport and referrals?”
Landing a referral is the holy grail of sales leads for most reps. Referrals are viewed as an easier win because they are motivated to buy, have at least basic knowledge of your product, and were pointed in your organization’s direction by someone they trust.
If you’re in sales, you might think everything is negotiable. But if you want to take your B2B sales team to the next level, one thing that’s non-negotiable is investing in training.
