Founders Alliance operates a business network for Sweden’s leading entrepreneurs. With seminars and inspirational networking events, members have access to important business contacts and exchanges of knowledge required for an even more successful journey in entrepreneurship.
On August 30, the latest seminar was held and Vendemore CEO, Christopher Engman had a workshop entitled “What is it that makes you lose business? And how can you avoid it? ”
“It was a fun and intense session of 1hr and 45 min. I think that the groups felt that they got a lot of useful tips. And I got a lot from them, “says Christopher Engman with a big smile. “This challenges they describe are exactly the same issues that we help B2B companies solve with our Pipeline Marketing services.”
Examples of useful tips:
“Make it a habit to search on LinkedIn for common connectors that can be used to” name drop ” during the meeting. If a contact is an existing customer, it strengthens your credibility.
These are some of the biggest challenges the participating companies face in the sales process and tips for how to solve them:
Biggest challenges in the sales process?
- Old relationships
- Many unknown decision-makers
- Poor match between packaging of solution and customer needs
- The purchasing decision has already been made “higher up”
- The customer’s circumstances have changed
- There is an uncovered personal agenda for key decision-makers
- Difficult to have the stamina to last the client’s sales cycle
- Do not have access to all decision makers
- Passiveness / shyness
- Difficult to prioritize the most important sales processes
What can you do to avoid them?
- Be very visible
- Find and nurture a “champion”
- Make the customer king
- Help the customer to compare alternatives
- Recommend a brief session with the management
- Securing more than one person in customer meetings
- Share knowledge
- Common references
- Listen to customer
- Automated mailings
- Better track of the sales process – CRM
Ideas for solutions
- Focus more on the “irrational” parameters, not just get caught up in facts but to understand what drives the person in their decision.
- Actively seek to make contact with the informal decision-makers
- Love. Give a little bit more. Last longer. More points of contact.
- Search on LinkedIn for common connectors that can be used to “name drop” during the meeting. If a contact is an existing customer, it is strongly encouraged to take it up as a reference at the meeting.
- Commitment, keep track of customer activities and participate as much as possible, seminars, press events and more.
- Educate the customer …share your knowledge, then you also insert your “mind set” for the best solution to his / her problem.
- Make a comparison matrix that makes it easier for customers to compare alternatives, not only competitors but also the status quo and other substitutes.