The Top Mistakes B2B Sellers Make and How to Avoid Them
Are you a B2B seller struggling to close deals and build strong relationships with your customers? You might be making some common mistakes that are hindering your success. In a recent podcast episode, sales expert Greg Nutter shared his insights on the top mistakes B2B sellers make and how to avoid them.
The first mistake is forgetting what selling is really about. It’s not just about getting people to buy your product, it’s about creating awareness and changing perspectives. The second mistake is poor prospecting. Don’t lead with product and company features, instead, lead with problems. Companies don’t buy products or services, they buy solutions to problems. The third mistake is thinking that the role of a salesperson is to be either a relationship manager or a product expert. Instead, become an expert on the buying process, guiding the decision-making process and helping companies make informed decisions.
The fourth mistake is focusing on the selling process rather than the buying process. CRM systems are often set up with a standard four or five-stage process, starting with prospecting and ending with closing the deal. However, just because a seller has given a proposal doesn’t mean the company is ready to make a decision. It’s important to watch what the customer is doing and align the seller’s behaviors and activities accordingly.
Finally, the fifth mistake is the lack of planning. By having a targeted message for prospecting, a high-level plan for calls, a detailed plan for deals, and analyzing the overall pipeline of opportunities, salespeople can make better use of their time and increase their chances of meeting their targets. Greg recommends a process where salespeople review their opportunities every Friday afternoon, prioritize their tasks, and calendarize their activities for the following week.
In conclusion, B2B selling is a complex process that requires a deep understanding of the buying process and effective planning. By avoiding these common mistakes, B2B sellers can improve their sales success and build stronger relationships with their customers.
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John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
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