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B2B sales teams must prioritise value in these unsure times

With the economy in a state of flux, it’s more crucial than ever to keep your profit margins up and find new ways to bring in cash.

This decade is exhibiting symptoms of being one of the most tough environments to expand a firm as demand rises on sales teams to operate as the lifeblood of businesses. B2B sales teams and the revenue they drive are often overlooked despite their importance, especially during economic uncertainty.

However, there is a greater emphasis on monitoring of both projects and suppliers, with proof-of-concept installations especially vulnerable to being scrapped. With IT expenditures being slashed at businesses, how can sales teams build a case for their product or service?

To adapt, we’re seeing sales professionals becoming more careful of budgets and their connection with consumers than the quick sell. Salespeople are more effective because they have a deeper understanding of their product. Although there is a great deal of rapid change, sales teams should not neglect the fundamentals.

Intentional selling

Most firms are striving to stretch their budgets farther. They are also contending with a low unemployment rate and a high rate of staff turnover. Sales professionals need to adapt to this reality by placing value front and centre. To do so, they need to emphasise how their wares will facilitate cost savings and productivity gains for businesses.

Salespeople might emphasise, for instance, how their product enhances the productivity of current teams in a hybrid setting without increasing costs for the business. Alternately, they may offer their own situation as an example of how more technology isn’t necessarily better technology. The majority of sales managers even report negative effects on their own teams from using too many virtual sales tools.

In order to maximise profits, salespeople should encourage their clients to streamline their IT infrastructure by identifying and eliminating unnecessary applications.

Customers are increasingly putting agreements on hold at the last minute or asking for more input from the team. To prevent this barrier, sales professionals are bringing all stakeholders to the table from the beginning of the cycle. Now we’re back at square one, drawing a grid of all the people in an organisation who need to approve a contract and making sure the value of their product is obvious to everyone on that grid. Preparation can lessen the likelihood of irritating holdups as you approach the finish line.