Qwilr: Mastering the art of modern selling
- Collaborator
- Jun 26, 2023
- 2 min read
Why the old-school way of selling just doesn’t cut it anymore
The shift to virtual B2B sales, driven by digital transformation, has been on the horizon for a decade now, but its acceleration in recent years has caught many sellers off-guard. The result is a chasm that has opened up between what the buyer now expects and what many sellers are actually giving them. “Adapt or die” can’t help but sound a little melodramatic, but if the shoe fits…
The old approach of shmoozing over multiple sales meetings, with multiple stakeholders, multiple emails…multiple attachments..heck, even multiple versions… (death by a thousand cuts?) is no longer fit for purpose. Potential customers get bamboozled with too much irrelevant information, and the whole process has the potential to fuel indecision with its convoluted nature. The forced acceleration of virtual sales has shown a better way, and there’s no putting the genie back in the bottle now.
In the modern sales world, buyers are in the driver’s seat, with product information, service reviews, and recommendations for their shortlist at the end of their Googling fingertips (and other search engines). Sellers have no choice but to adapt if they want to be successful. That means modernizing the way they sell, with sales methodologies, strategies and techniques that work across both virtual and face-to-face scenarios, and empowering buyers with the confidence to sell internally, through the final stages of their buying process.
The beauty of it is, meeting the needs of and improving the buyer journey can actually be more seamless (and less painful!) for the sales side too when adopted correctly.
If your sales organization is dogged by a cumbersome sales process, drawn-out deal cycles and/or lagging win rates, it’s time for a reset.
