Posts Tagged ‘Selling’
Selling From A Mink-Lined Rut
Article #49
![iStock_000006174042Small[1]](http://managemyemployees.com/wp-content/uploads/iStock_000006174042Small1.jpg "iStock_000006174042Small[1]")
The economics of selling today, for sales managers in particular, is getting really tough out there, especially in B2B.
It’s not a time for complacency or cruise control selling. Nor is it wise to take comfort in our so-called “locked-in” accounts when every competitor is coming after them.
A lot is changing, and sales managers are groping for levers to pull as they attempt to increase sales.
The new economics of selling is something I’m calling Salesonomics™ because it’s all about making sales, making more sales to existing customers, and making new sales—all profitably!
In the coming months I’ll be rolling out a new book titled Salesonomics™ as well as an on-site managed process for sales teams which I’ve utilized in a number of companies with great success (hundreds of thousands and millions of dollars in additional business landed).
Consider just four significant shifts (changes) in selling and I think you’ll agree, it’s imperative to target accounts (1) not successfully sold to before, (2) protect existing accounts from competitor infiltration, and (3) expand business with existing customers where we have underdeveloped opportunities.
4 Changes In Selling B2B Today:
Commoditizing everything! Differentiation used to be much simpler. Now however, areas like specialty manufacturing, high tech firms, specialized service, medical device companies, financial planners and advisors, as well as numerous other firms face stiffening competition. This development along with narrowing technological advantages, the ubiquity of the Internet for commerce, globalization, and shorter lifecycles for competitive strategy causes buyers to use commoditizing as a means to intensify negotiations with suppliers.
