Posts In: sales process

The Customer’s Buying Process Trumps Your Sales Process

Customer Buying Process

One of the biggest changes in B2B sales over the last few years has been the flip in the importance in the buyers purchasing journey versus the steps in the sales process for the vendor. It is not to say that your internal process is not important, but the buyers process is more important. This really hit home for me last week. We are interested in exploring a new marketing automation solution for both ourselves and our customers.

I had seen a solution recently at a large vendor road show that stopped in Toronto. I spent over 30 minutes with the vendor and had most of my questions answered. The next step for me was to have the team see a demo of the marketing automation system as they work with the competing systems on daily basis. Instead of allowing us to move to a demo with my team, we had two telephone meetings that captured about the same information with two different reps before I was able to schedule the demo.

The biggest issue is that the prospect gets excited about the solution and/or demo but does not have the power to buy themselves. Here are some ways that you can match your customers buying process and still get the information you need to support your sales process.

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Top 10 Blogs on B2B Sales for 2014

Sales Success

Part of our advocacy at VA Partners is to become a great resource not only for our clients, but for startups and other growing firms. Our extensive experience as a provider of part-time B2B sales and marketing services has allowed us to accumulate valuable knowledge on the best practices in the business. For our year-end review, we are counting down the top 10 viewed B2B sales blogs of 2014.

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4 Communication Strategies for Startup Sales Teams (Video)

Dealing and communicating with sales people is often very different from how you would manage other team members.

In this video blog post, we discuss 4 ways to communicate with your startup sales team.


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Researching Prospects: The 5 Best Websites To Find Contact Information

May 13, 2014 Sales Tactics 1 Comment

Researching prospectsResearching prospects is an important part of the sales process. You often need to find a prospect’s information such as their email or phone number before you can connect with them. Knowing where to search for someone’s contact details can be challenging if you don’t know where to look.

Here is a collection of websites we use at VA Partners regularly when researching a prospect’s contact information.
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How to Legitimize Your Sales & Marketing Messaging

Sales and marketing messagingHaving a legitimate marketing and sales message will help you close new business.

Over the past number of years, we have written blog posts on what drives companies to purchase products and services. These drivers are:

  1. Helping drive more revenues
  2. Reducing a cost
  3. Creating efficiency
  4. Mitigating a risk

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