B4B Sales Agility Workshop at S&I Systems

It was fantastic to see sellers at S&I System make an intentional mind shift and ready to move from SLA driven features and function selling to business outcomes and experiences. In the digital era where continuous value is being created everyday, both ‘Interactive Competence‘ and ‘Value Discovery‘ are two important skills that will separate a Sales Rockstar from the average order taker.
Best wishes to the team to scale new heights and to achieve your sales objectives in 2018!

Can Small Technology Players beat the Big Guys?

Happy Chinese New Year folks.

 

Over the past year, I have been talking to many CEOs of small and mid sized technology companies in South East Asia. One of their top concern is to win profitable deals and capture higher value with big clients.

 

But then the other concern was that big tech vendors have been incumbents in large accounts taking a lion share of the client budget. So do small and mid sized tech vendors have a chance? The answer is a big YES.

 

 

Here is why?

 

Be Conscious, Not Compulsive in Selling

(Reading time 4 mins. In 2017, let’s be conscious, not be compulsive and mindless in chasing growth. It works.)

 

2016. Oh, what a year it was! An interesting cocktail of emotionally charged outcomes.

 

To quote a few notable ones – Rise of populism, shift in geo politics and power, $3.3 trillion of takeovers chasing growth, AI coming of age, self driving cars, fake news, Oil play, shipping bankruptcy, people going gaga over ‘Pokemon Go’, attacks in Brussels & Nice, Aleppo and a fast changing world innovating and disrupting at a rapid clip.

 

Without judging anything that has happened let me ask you a question?

 

How did 2016 make you FEEL?

 

Did you feel empowered or disillusioned? Only you know the answer.

 

In my case, I am coming out of 2016 with mixed feelings.

 

Whichever way I look at it, I am quite sure that we are being setup for one hell of a ride. It’s not going to be smooth, predictable and remotely uninteresting.

 

It could jolt some of us, throw many of us into realms of new opportunities or challenges and even force us to step out of our comfort zones. For people in sales profession, 2017 is definitely a make or break year.

 

This is a nice segue to ask the next question.

 

As sellers, what do you think you will need to be successful in 2017 and beyond?

 

To get your thoughts going I will make my case to this question in 3 parts:

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B4B Selling loves customer experience

(Reading time 4 mins. Why should you switch your sales philosophy?)

Finally, after years of pounding clients with calls, email blasts, intrusions, ads, campaigns, challenges, push and shove, inbound, outbound, cross sell, up sell, driving growth at any cost – we have reached a point of overwhelm and started talking about customer experience!

The part where a customer happily engages and does business with you.

What goes around comes around. No getting away from that.

Some are even calling customer experience as ‘the future of selling‘. I feel like laughing when the industry coined the term customer experience. Isn’t it a basic human need to feel safe in a transaction, not be overwhelmed or be obligated when we don’t want to?

First we abuse the system and now come up with an antidote. We end up giving it names such as customer experience, voice of the customer, etc. How weird!

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Why B4B Selling is the way to go?

(Reading time 3-4 minutes. Bet, it will make you think)

Don’t get swayed by the acronym. There is much more than what meets the eye.

 

If you sit back and ponder over the key points in this message, I am sure, as a seller you will resonate with the idea. It might touch you somewhere deep and possibly make you even uncomfortable with what you do today.

 

Before you go any further, I strongly recommend you to read my previous note “B2B is Dead. B4B is Born“. This will set the right context and frame.

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B2B is dead. B4B is born.

(Reading time 4 minutes. Lengthy but intriguing)

Isn’t this a bold idea?

 

What’s in a title? Maybe everything.

 

Something that is very personal and possibly deep. A worldview that can shift our thinking and inspires us to do few things totally different.

 

Nah. How can that be? How is it possible?

 

How can you change a word, a preposition, ‘to‘ and replace it with ‘for‘ and call it a game changer?

 

We have seen it all. Haven’t we all been in business far too long to be moved by play of words. A small change from ‘To’ to ‘For’ means nothing.

 

Well, I don’t think so. I will tell you why in a moment.

 

Here is the bold idea again: ‘B2B is dead. B4B is born‘.

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Stop Selling, Start Engaging

It’s Q2 for some companies. Probably end of the year for others.

 

If you are a Sales or Business Development Executive you just have 20 days to hit your goal!

 

For some sales managers and executives, money is already in the pocket. For others it’s going to be that one back hand base line shot which has to get past Novak Djokovic!

 

Meanwhile, have you ever wondered why some top notch sales pros have their quota in control while still others are chasing the wild goose?

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