75% of b2B companies experience an increasing level of complexity in their sales process. This is due to an increase of companies pitching similar stories and value propositions, without data to back up their approaches. Ignoring the Buyer 2.0 decision maker and the number of stakeholders in the buying process, potential relations, sales meetings and eventually orders, are lost. New insights show that the conversion rate drops by 50% when the pitching process and initial sales phase aren’t aligned with the target group and their needs. Decisions are pushed, purchases are significantly reduced or end in no-decision. We can’t change this trend, but we can change the way we pitch our next customers.
What can it be used for?
New Busine Management has gone from being an easy task aimed at a few decision makers, to being the biggest challenge in B2B sales. The biggest problem is that sales does not have a data-driven approach and decision makers have gone from a few to many. This Assessment provides data and insight on how you are managing your new business process and overall sales.
Practicalities
| New Business Assessment | |
|---|---|
7 categories, 29 specific measurement points  Language: UK, DK  Receive comments on low scores  Receive GAP comments  The expected implementation time is 20 minutes. |  |
The six focus areas in New Business Selling:
- Strategy & Organization
- Sales
- Positioning
- Execution
- Pitch
- Timing
- Future Improvement: Open Questions:
- Any thoughts on what you think WORKS WELL today?
- Any thoughts on what you think is NOT WORKING or MISSING?
Do you or your projects or team have blind spots that need to be addressed, in order to achieve the level of success you want?
