Opportunities to discuss important topics in B2B sales are valuable: Tips from a recent conversation　

What I would like to summarize here is that the relationship between a buyer and seller company is divided into  . To put it simply, it is in the following state.

1. The phase in which the buyer gathers information about a product or service and asks the seller for definitive information.

2. The buyer becomes more familiar with the seller’s products and services and decides that it is desirable to purchase from this seller.
3. The phase in which the buyer is using the seller’s products or services in their business
4. The phase in which a buyer is considering or preparing to move away from a seller’s product or service

The information and actions required

The buyer are different in each phase. For example, in the shop first phase, it is desirable to provide the information the buyer requires accurately and quickly. Depending on the degree of response, the buyer will decide to move on to the step of making a concrete proposal to the seller, so the seller must determine the appropriate information from the many sources of information it possesses and deliver it reliably . In the next phase, the seller must adapt its products and services to the buyer’s situation and challenges in order to make a concrete proposal, and during this exchange, the buyer will trust the seller’s attitude, the quality of their ideas, and their responsiveness, and will proceed with the purchasing process .

The post-purchase process

Unlike the pre-purchase phase,  is very lead generation vs demand generation: understanding the key differences important in B2B business. This is because the buyer company must make a series of decisions about whether continuing to use the product. Service will be beneficial for the buyer company. If there are no problems with the product or service and the value can be maintained sufficiently by quickly responding to any problems, the buyer does not need to spend much time with the seller. On the other hand, if the product or service is complex or there are many actions to be taken after implementation, the extent to which the seller is willing to accompany the buyer company becomes an important point for continuing the relationship.

If you sell the property and neglect to follow up with the buyer, the buyer may not continue purchasing or renewing the property, and the relationship may end. Even if it seems like a sudden decision to the buyer, there is a possibility that the buyer has gathered enough information to make that decision, so you need to be careful.

I found a paper summarizing the potential of AI salespeople and their application to sales organizations interesting, so I would like to share it with you. I have written a brief review of the paper on Twitter, so please take a look at that as well.

②About Customer’s customer success

I have spent most of my time in B2B sales as an account manager . In other words, I manage all sales processes for new and existing customers in the territory .

Together with our clients about and create

Our clients were domestic semiconductor manufacturers. This was around the time the iPhone 5 came out, and many Japanese electronic component manufacturers.  Were adopting our materials, so we were increasing production. Our clients were conducting market research with the aim of having their products (electronic components and semiconductor chips) adopted for various applications, including the iPhone. At the same time, material manufacturers naturally deepen their understanding of the characteristics of electronic components and chips that are required in the market. We then make proposals and support our clients in terms of materials and manufacturing processes so that they can win in the market .

The important point is to think  the value they provide to the market .

Tech tools such as SaaS often do not build the customer’s business by themselves. So they struggle to go beyond being a nice-to-have and become a must-have. Therefore, collecting true customer feedback and reflecting it in your product or service is key to success.

What we want to consider here is the concept of the value chain .

While streamlining operations can be a cost benefit, it is difficult to escape from the nice-to-have realm with that alone. If streamlining operations can redefine the tasks that humans should perform and transform the design of operations to focus on creative output, it will be a major positive factor. In other words, in order to drive your customer’s business. It is necessary to understand the value chain of your customer’s business and understand where your company can propose added value .

It was a while ago, but I wrote about this topic in more detail, so please take a look at that too.

Become the source of the value: From cost to profit Your work must be an essential part of creating value for your customers, not a cost. This is tsp’s blog. I mainly write about MBA and business related articles, but I also write about my hobbies (music, photography, DJing, etc.).inthebeatsome.blogspot.com

3. Sales organization on tech tools

I previously discussed optimizing sales processes in another note. In modern B2B sales activities, the use of tech tools is essential. And I think that companies are focusing on sales enablement. enablement to become popular, and CRM/SFA tech tools have made a big contribution.

Salesforce has a very high market share as central african leads a CRM tool. It is sometimes said that there is no salesforce, not exist , as sales managers and salespeople stare at dashboards to manage their daily sales activities and results on Salesforce. However, it is true that some members who actually carry out sales activities are not able to fully commit to sales activities using tech tools such as Salesforce. There are several reasons for this.

Being so busy with actual sales activities

• that you don’t have the time or energy to input data into a tech tool

• The UI/UX of tech tools does not match actual sales activities, so appropriate information cannot be reflected
• I enter my activities, but I don’t see any benefit to using the tech tools myself (I feel like I’m being forced to do it)

In order to overcome these issues, it has been . This paper is briefly explained on LinkedIn.