{"id":1616,"date":"2016-10-19T09:43:26","date_gmt":"2016-10-19T13:43:26","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/3-things-to-know-about-b2b-sales-peak-sales-recruits\/"},"modified":"2023-03-08T19:40:06","modified_gmt":"2023-03-08T19:40:06","slug":"the-evolving-nature-of-the-b2b-salesforce","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/the-evolving-nature-of-the-b2b-salesforce\/","title":{"rendered":"3 Things You Need to Know About the Evolving Nature of B2B Sales"},"content":{"rendered":"

\n\"\"The evolution of B2B sales is a fascinating phenomena and one of my favourite topics. There\u2019s a great article\u00a0<\/span>here<\/a>\u00a0by Frank Cespedes<\/a> and Tiffani Bova<\/a>\u00a0that discusses the evolving nature of sales and the continuing importance of salespeople in the context of successful B2B companies \u2013 contrary to the popular notion that sales is a dying profession.\u00a0<\/span>They\u2019ve provided some great insights,\u00a0and explain that B2B selling has evolved so much that:<\/span><\/p>\n

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\u201cit should be the end of glib generalizations about sales and selling, which remain complex, changing, and people-dependent activities in most B2B markets.\u201d <\/span><\/p>\n<\/blockquote>\n

Here are my\u00a0top three takeaways on the insights shared by the authors about the evolution of B2B selling:<\/span><\/p>\n

1. The B2B sales force is more important than ever <\/b><\/span><\/h3>\n

Data indicates that for B2B companies, salespeople are absolutely critical. Digital marketing channels, on the other hand, and particularly social media, are currently some of the\u00a0least impactful on sales success. This means that investing in the recruiting, hiring, onboarding, training, and compensation plans of your sales force is imperative for healthy business growth. <\/span><\/p>\n

Gone are the days of\u00a0simply hiring someone with sales experience and hoping you\u2019ll find success: you need to heavily invest in the sales force\u00a0of your business, and work to create a\u00a0<\/span>high performance sales culture<\/a>. Differentiate your business by creating\u00a0a pro sales culture that\u2019s company wide: buy-in on the importance of sales from the C-Suite will have a massive impact on your sales force performance.<\/p>\n

<\/p>\n

2. There is no silver bullet in B2B sales<\/b><\/h3>\n

There is no single perfect tactic and selling model that works today. The right selling approach is, and has always been, highly dependent on the specific selling environment of each seller. While this is something that has always been true, the rise\u00a0of solution selling and a increasingly competitive and empowered customer market has changed the way\u00a0B2B companies understand selling.<\/p>\n

Today, there are numerous factors that impact your sales performance cycle and customer value proposition, including:<\/p>\n