Why Salespeople Need To Understand Their Clients’ Businesses

The world of B2B sales can be challenging. There is a lot of competition and many people who work in businesses are time-poor, which means they don’t want to have lengthy conversations or email exchanges with someone trying to drum up interest in their product. 

In fact, new research from LinkedIn revealed that 93 per cent of buyers want a salesperson to have a clear understanding of their business’ needs and that this is the main reason they would consider a particular brand’s products or services. 

Net Imperative highlighted the findings of the study, which also found that buyers want salespeople to share applicable content with them (93 per cent) and that they want them to target the appropriate person (90 per cent).

However, salespeople see things slightly differently, according to the LinkedIn research, with 35 per cent of those questioned stating that trust is the most important thing to develop if you want to close a sale.

Director of LinkedIn Sales Solutions Rebecca Schnauffer told the news provider that salespeople need to take note of the findings.

“Business decision makers want to be approached by sellers with a clear and tailored understanding of their company. Failing to do the necessary homework, using the suite of technology and tools at their fingertips, simply isn’t worth the risk,” she asserted.  

In fact, the LinkedIn research found that technology is playing an increasingly important role in the sales process. One tool that it could be worth exploring is AR, with an article for Digital Commerce 360 noting earlier this year that this type of technology can help B2B sales people replicate the experience of a real store or showroom. 

If your team would benefit from sales coaching in the UK, contact us today to find out how we can help.