Tag: B2B

Lean & Agile Principles & Practices – How They Can Improve Your B2B Sales Process

Over the last decade or so, lean and agile principles and practices have become increasingly popular and prevalent in many aspects of business. Whole communities of people have begun to embrace lean and agile, industries focusing on lean and agile have sprung up, and many organisations have bet their futures on “transforming” to lean and agile ways of working.

So what has this got to do with the business of sales and selling? I believe there are many good concepts in lean and agile, and that sales and salespeople can benefit from embracing at least some of them.

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The Future of B2B Solution Sales: what you need to think about and how ESP can help you

There is a widespread debate at present about what business to business (B2B) solution selling might look like in a few years’ time and what the ramifications are for sales professionals operating in this field. The major trend underpinning this thinking is the shift of power away from the product or vendor salesperson to the customer, enabled by the vast amount of high-quality information readily available online or through a range of relevant discussion groups and forums. If this trend continues, the protagonists argue, then the traditional B2B sales role will disappear and be replaced by a more transactional approach. Therefore, mature sales professionals will need to re-invent themselves in order to survive, and those entering the job market now will need to acquire a whole new skill set that is still evolving. It sounds scary and it is. So, what can you do about it if you are currently riding high as a commissioned, target driven sales jock?

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