Top Deal Killers for B2B Buyers

by Matt Sonnhalter, Vision Architect Virtual selling will continue to be around after COVID-19. Over the past year, there has been a shift of moving things to be done virtually or remote. In a recent report, State of Sales, LinkedIn looked at the top deal killers for B2B buyers. When looking at the report, some of these concepts seem so obvious, but if they made the list, then they must be happening out there. Here are the Top 3 B2B seller behavior deal killers for buyers:  Delivering misleading information about a product, its price, etc. – taking the top spot at 48%, I guess my question is why 52% of B2B buyers would buy from a vendor that gives them inaccurate info about the product and its price! Tell the truth; representing a trusted brand can make outreach more successful and gain you customers.  Not understanding my company and its needs – this seems like “Sales 101,” but it’s amazing how many salespeople are too focused on their own product/service and not the customer. A sales professional needs to be focused on the consumer’s need rather than pushing a product. Not understanding their own product or service – with the amount of information on the internet and the amount of time buyers spend researching prior to reaching out to the company, shouldn’t be a surprise they sometimes know more than the salesperson. Sales professionals are taking note of these deal killers and trying to improve. Knowing and identifying deal killers is important when targeting your audience, so you can adjust your outreach and effectively build trust. Looking into the future, how will you change as a sales professional?read more >

For Social Media to be Successful, Sales and Marketing Need to Work Together

Sales and marketing departments usually don't do a good job communicating with each other and when you add in a new tool (social media) there is even a bigger disconnect. Salepeople often have little exposure and experience with social and tend to shy away from it. read more >
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