This channel and the programme to which it relates is dedicated to helping you connect and engage with business leaders, the budget holders with whom we must establish our credibility and build trust.
Every field is highly competitive and customers have many options. In my experience successful sales professionals set themselves apart through their quality of engagement while much sales training focuses more on the process and steps of sales rather than the nature of the human interactions required.
I help you quickly acquire the big picture acumens that will help differentiate you from your competitors grounded in the lessons of a 35+ year career working on the ground with over 150 operating businesses around the world and engaging along the way with many sales professionals both as a buyer and a leader.
Overall my work serves as an experienced business leader perspective on real world ways to pursue an impactful, successful, profitable and fulfilling sales career.
What advice would you give to someone who’s been doing B2C for a couple years and wants to move to B2B? I’m constantly competing with people who have prior B2B experience. How do I stand out?
Hi, thanks for your question, as I’m sure you recognise you’ll need to get your first b2b experience and work from there … so to get your foot in the door (1) find ways to demonstrate you’re a great sales person … via b2c sales performance, attitude, work ethic (2) be hungry to learn about b2b environments … if you are in employment today be hungry to and find ways through your colleagues to learn about your organisation, how it’s structured, the who & how of how buying decisions are made, what buyers like & don’t like about the sales approaches they encounter … your knowledge and hunger to learn can then shine through in any interviews … also consider enrolling on this programme that will help you better understand businesses and business structures … courses.outperformancehighway.com/courses/how-to-understand-an-organisation … there’s also an opportunity to raise questions during an online forum as part of this programme (3) ‘out-apply’ your competition … apply for a good volume of b2b opportunities to statistically increase the likelihood of success and to gain experience of the interview processes & gain familiarity with mindsets & themes … I hope those help, the very best of luck, let me know how you go and thanks again for the question.
