Sales Professionals ‘Need To Adopt New Ways Of Working’ (Copy)

The way in which people do business is changing and that’s no different for the sales industry. A US-based study recently found that almost two-thirds (60 per cent) of B2B buyers don’t trust the integrity of salespeople.

Clearly, to overcome this there are certain steps that those working in B2B sales need to take, and part of that could involve embracing new ways of working and new technology, as well as undergoing sales training in Cheshire.

The sponsored study, which was conducted for ValueSelling Associates in the US, revealed that having a strong B2B sales team is more important than ever, with buyers typically engaging with five different people during their transaction.

Industry knowledge was found to be one of the key things that buyers looked for - and something that they said 75 per cent of salespeople appear to lack.

Julie Thomas, CEO and president of ValueSelling Associates, commented: “Sales team members must be armed with industry-relevant knowledge and master the communication skills now required in an increasingly technology-enabled sales environment.”

She added that the expectations of buyers are changing, and as a result sales professionals need to “become more adept and agile” to enable them to engage with a buyer when they are ready to be approached.

An article for Forbes last month explored the importance of digitally interacting with potential customers, noting that being able to engage with people at various touch points on their journey to a purchase is crucial if you are going to be a contender when they are ready to buy.