Sales

B2B Sellers Closing Consistently

Customer
A B2B seller with a one to six month cycle
Context
Selling to an organisation where several people decide and nobody decides alone

The Jobs of someone who must read a decision made in meetings they do not attend.

5 Jobs

  1. 01When twenty deals are open, I want to know which will actually close, so my time goes there instead of being spread across all of them.5 Pains · 5 Desired Outcomes · 5 Existing Solutions
  2. 02When a rival quotes lower, I want the buyer to see why my price is right, so I am not discounting every time I want to win.5 Pains · 5 Desired Outcomes · 5 Existing Solutions
  3. 03When a week goes to calls that lead nowhere, I want to find people who actually have the problem I solve, so time does not pour into a group that never buys.5 Pains · 5 Desired Outcomes · 5 Existing Solutions
  4. 04When I hand a customer to delivery, I want them still happy six months on, so I can sell again instead of always hunting new logos.5 Pains · 5 Desired Outcomes · 5 Existing Solutions
  5. 05When I lose a deal, I want the real reason, so I do something different next time rather than repeating one mistake twenty times a year.5 Pains · 5 Desired Outcomes · 5 Existing Solutions