World Health

This is the first article from a series about B2B sales. I decided to invest time in writing about it because: 1. Selling something not so expensive to a direct customer needs very different skills than selling something in the hundreds of thousands to a corporation 2. I want to help fellow B2B salespeople avoid some of the mistakes I made On a side note, I believe in understanding someone needs and offer help only if one can add real value, instead of trying to close a sale at any cost. All of the things I’ll share are based on personal experience and on a book called “ SPIN Selling ” by Neil Rackham. If you haven’t read it yet and you’re a B2B sales professional it’s a must read. Why are B2C and B2B sales so different? Think about how many times you’ve been sold something that doesn’t cost much so that later to find out that this purchase was completely unnecessary. Then, you either give the purchase to someone or throw it in the attic. Do you remember why you bought

The current article is about the different phases of a typical B2B sale and will also show some real life examples. Let’s begin with how, in the first place, you start speaking with potential customers. There are two ways: 1.  You approach them 2.  They approach you We’ll focus on the first point as it is more interesting and includes all the phases of point 2. In the other case – if the customer approaches you, you skip the phases of prospecting & approaching, and you already know that the customer has a need that you might be able to satisfy. Let’s go with a real life experience: Dreamix is a software development company specializing in Java and JS technologies. We have established partnerships in the aviation, telecommunication, finance, insurance and automotive sectors. Being the Biz Dev guy and based on the above, I search on sites like LinkedIn, Angel.co and other more local websites for companies based in UK, Germany, Switzerland, US who