Are Your Sales Reps Creating Enough Buyer Engagement?
In a complex B2B sales, prospects (especially executive buyers) are more informed, time-starved, and resistant to generic sales pitches.
Experienced sales leaders know that B2B sales discovery isn’t just a step in the sales process to check off on your way to closing — it’s the sales differentiation engine that fuels buyer receptivity, trust, and momentum.
Done well, effective B2B sales discovery not only begins to build trust and uncovers what the buyer wants, but also:
- What they need.
- Why they, and their company, need it.
- how it fits into their strategic priorities.
- How they make decisions.
- Who influences the final outcome.
- Who else they are talking to.
Done poorly, weak B2B sales discovery stalls a deal, erodes brand credibility, and wastes everyone’s time.
How do your sales reps stack up against these 5 research-backed sales discovery skills?
Read the 5 Research-Backed Mindset Shifts
Required for Effective B2B Sales Discovery
|
|
|
