Does sales still matter?

Remember the days when we in sales determined and controlled the flow of information in customer interactions? We approached our prospective customers, sent out marketing literature and booked appointments. Sales presentations conducted in face-to-face meetings were the main forum for educating the buyer.

We can safely say that it’s very different today. There’s an abundance of information available out there for buyers — a whole multitude of websites, webinars, social media and other resources. The tables are turned. It’s more of a pull than a push model. There’s a hidden sales cycle of buyers educating themselves, sometimes without any involvement from sales. Buyers research solutions, rank options, set requirements and compare pricing. It’s the buyers who decide when and where the sales assisted engagement begins, if at all.

Consequently, it’s no wonder that the buyers’ requirements these days are very different to before. They simply don’t need sales the same way they used to. Unless we in sales want to focus entirely on fulfilment discussions in the future, we must ensure that we add real value to the buying process. Instead of stubbornly forcing the buyers through the hoops of our sales process, we need to guide, advise and facilitate them along their buying journey, putting forward insights that buyers cannot easily discover on their own.

So what exactly can we offer to these ultra-informed purchasing professionals? Well, selling skills for starters. In our opinion, one of the greatest assets sales can provide to buyers in complex B2B sales is indeed our very knowledge about selling. We understand how to put together a business case and how to sell the proposal in the buyer’s organisation, aligning all the internal agendas of different business units. We are able to design and manage a breadth of activities to influence the extended decision making team as well as the people impacted by the changes the buyer is driving. in essence, we can help the buyer develop compelling value propositions that allow their business to evolve to meet their strategic objectives.

At BuyerDeck, we are passionate about cultivating this new way of sellers and buyers working and interacting. Our solution is a mutual platform for both sides that also supports the way today’s buyers explore, evaluate and engage a supplier along the buying process. As one of our buyers put it, BuyerDeck provides “a central place of common truth”. Starting with the seller’s initial insights, the buyer can validate them and complement the information with the work they have done on their own. This is a strong foundation for a partnership, where both parties are able to contribute and add value towards a successful close. And yes, sales still matters, but so does buying. Partner up!

If you’re interested in learning more about how BuyerDeck can help speed up your complex deal cycles, visit us at buyerdeck.com and join the enterprise sales revolution for better buying experiences!