New value sales article in the leading Finnish sales & marketing publication "Myynti & Markkinointi" on the importance of knowing your customer's business (including understanding their business figures), pp 19-23.
In B2B sales, it is not enough to know your own offering, your competitors' offerings and your customer's needs & wants. You also need to know your customer's business, including their business performance. How else can you help your customers achieve efficiency and build a competitive edge in their market places? This calls for understanding the key figures and being able to analyze the customer's business. Today's B2B salespersons have to know at least the basics of business analysis to be able to help their customers.
For more information, click here or copy and paste this link into your browser: http://issuu.com/myyntijamarkkinointi/docs/mm\_5-15\_naytto
Frequently Asked Questions
What is Paul Viio’s article in Myynti & Markkinointi about?
The article, published in the Finnish sales and marketing publication Myynti & Markkinointi on pages 19–23, discusses the importance of knowing your customer’s business in value sales. It argues that B2B salespeople need to understand the customer’s business, including its business figures, and not only their own offering, competitors’ offerings and the customer’s needs and wants.
Why do B2B salespeople need to understand their customer’s business figures?
In B2B sales it is not enough to know your own offering, your competitors’ offerings and your customer’s needs and wants. To help customers achieve efficiency and build a competitive edge in their markets, salespeople must understand the customer’s key figures and business performance and be able to analyze the customer’s business. This requires at least the basics of business analysis.
B2B Value Sales Transformation Expert, Keynote Speaker & Corporate Trainer