The basics of business-to-business sales success
Published 5/3/2010
Author: Nate Boaz, John Murnane and Kevin Nuffer
Nate Boaz
and John Murnane are associate principals in McKinsey’s Atlanta office and Kevin Nuffer is a consultant.
Summary
When it comes to building valuable relationships with customers, sales representatives are critical players on the front lines. But are they getting the basics right? Customers want to be contacted just enough, not bombarded. Sales reps should know their products or services intimately and how their offering compares with those of their competitors. Customers need information on exactly how a product or service will make a difference to their businesses. And while they may say price is their biggest concern, a satisfying sales experience is ultimately more important.
These were the key findings of a survey McKinsey conducted of more than 1,200 purchasing decision makers in small, medium, and large companies throughout the United States and Western Europe who are responsible for buying high-tech products and services. The insights were consistent across simple to complex products and apply readily to most business-to-business (B2B) industries, which also have complex, multi–touch point sales processes involving both end users and purchasing professionals.
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Jay Moore wrote:
I think the title might be a little misleading as it was more about a survey and the sales interaction with B2B rather than an actual review of the "basics" / fundamentals of B2B. Regardless, nice article anyway and was interesting to see the results of the survey.
Posted on : 5/24/2010