We're not here for a good time.

We’re not here for a good time,

we’re here for a long time.

That’s the saying in ultra running,

I think it could be applied to B2B sales as well.

B2B sales is a long, drawn-out process

And sometimes it’s not fun or a good time.

It’s frustrating

When a deal goes cold

The time drags on.

The year end comes

but I want to encourage us to think

How we can bend time to our own reality.

Getting the deal signed is the number one thing for us,

but it’s not the number one thing for our client.

They have many other priorities.

The challenge is how we move it up their priority list.

How do we make them feel that the time they’re taking

is time they’re losing?

Let’s face it: for most people who work 9-to-5,

their real goal is to get home and watch Netflix.

By bringing a B2B solution in,

we’ve created more work for them.

They need to go get approvals,

secure budget,

write reports

take the risk.

When they don’t reply to you

they’re worried about one of these things and what impact it might have on ;

their career,

their project,

their salary,

and their standing in the company

What can we do to help them make their decision?

Have we correctly explained the benefit so that it offsets the risk, time, and cost they’re taking?

Have we done all the follow-up as we said we would?

Have we put out content that resonates with them?

How do they feel about us and how we will support them going forward?

Have we made it clear we are customer service champions?

Have we made it clear we will do everything we can, even when it’s signed?

Have we done enough to understand everybody who takes the decision?

How do they feel about our brand?

But maybe most importantly

it’s not your champion who’s slowing it down.

It’s somebody you don’t even know:

somebody you haven’t even pitched,

somebody who doesn’t even know your name.

B2B sales is a long, drawn-out process,

there are a lot of moving parts.

Never feel like it’s on the client.

It’s always on us as salespeople.

It’s always on us to do better.

Take a moment, take a breath, and don’t get frustrated.

Think deeply.

Have you done enough?

I promise you the more you do, the quicker the deal will go,

and then it’ll be a good time.

Get at it.

It’s on LinkedIn, it’s live, it’s a money-back guarantee, but it’s free. You know what I mean:-)

July 16, 5 p.m. Singapore time, you will walk away selling more.

Sign up now before it sells out :-)