Mastering B2B Sales in the Modern Era: A Panel Discussion with Industry Leaders
In today's rapidly changing business landscape, the challenges facing B2B sellers are more complex than ever.
In a recent survey conducted by Walnut.io, less than half of sales teams said they were confident of hitting their quotas this year. Yet more than 90% of software buyers expect to maintain or increase their spending outlook in 2023, according to the latest G2 Buyer Behavior Report.
There is a gaping gap between buyer intent and sales results.
As Vice President of Partnerships and Enablement for G2, I have the privilege of working with our vast network of partners to deliver integrated solutions that help B2B sales and marketing professionals overcome these industry challenges and achieve their goals.
Recently, at our company-wide mid-year Meetup in Chicago, I was able to sit down with the leaders of four of our partners: Martin Cattaneo of ZoomInfo, Drew Wills of Gong, Dante Gordon of Salesloft and Tom Reeves of Clari. to discuss the current SaaS climate for modern sellers, how to navigate these waters, the dynamics of selling to sellers, and much more.
Below are the key takeaways from our discussion.
1. Understand market dynamicsDrew from Gong stressed the importance of staying in touch with market developments. He noted that companies are increasingly consolidating their solutions, moving away from point solutions.
This change means that decisions are being made higher up in organizations, which requires buy-in from higher positions, especially finance. Sellers need to be nimble, respond quickly to these changes, and focus on helping businesses consolidate and reduce costs.
2. Engage multiple stakeholdersTom from Clari highlighted the importance of multithreading in business conversations. With the rise of CFOs and CIOs in the decision-making process, sellers must be prepared to engage with leaders across the organization, tailoring their pitch to each leader's unique perspective. /p> 3. Effectively measure return on investment
Salesloft's Dante pointed out that as buying decisions move up the hierarchy, sellers not only compete with direct competitors, but also with strategic investments at all levels.
>To be successful, vendors must link their solutions to the most critical business strategic initiatives. Drew added that sellers often rely on their data to demonstrate ROI, but it's more effective to ask customers how they would justify their investment and what metrics they would use.
4. Leverage partnershipsDante emphasized the importance of partnerships in the modern business landscape. With buyers having access to vast amounts of information, sellers need to leverage the knowledge and results of their partners.
In today's rapidly changing business landscape, the challenges facing B2B sellers are more complex than ever.
In a recent survey conducted by Walnut.io, less than half of sales teams said they were confident of hitting their quotas this year. Yet more than 90% of software buyers expect to maintain or increase their spending outlook in 2023, according to the latest G2 Buyer Behavior Report.
There is a gaping gap between buyer intent and sales results.
As Vice President of Partnerships and Enablement for G2, I have the privilege of working with our vast network of partners to deliver integrated solutions that help B2B sales and marketing professionals overcome these industry challenges and achieve their goals.
Recently, at our company-wide mid-year Meetup in Chicago, I was able to sit down with the leaders of four of our partners: Martin Cattaneo of ZoomInfo, Drew Wills of Gong, Dante Gordon of Salesloft and Tom Reeves of Clari. to discuss the current SaaS climate for modern sellers, how to navigate these waters, the dynamics of selling to sellers, and much more.
Below are the key takeaways from our discussion.
1. Understand market dynamicsDrew from Gong stressed the importance of staying in touch with market developments. He noted that companies are increasingly consolidating their solutions, moving away from point solutions.
This change means that decisions are being made higher up in organizations, which requires buy-in from higher positions, especially finance. Sellers need to be nimble, respond quickly to these changes, and focus on helping businesses consolidate and reduce costs.
2. Engage multiple stakeholdersTom from Clari highlighted the importance of multithreading in business conversations. With the rise of CFOs and CIOs in the decision-making process, sellers must be prepared to engage with leaders across the organization, tailoring their pitch to each leader's unique perspective. /p> 3. Effectively measure return on investment
Salesloft's Dante pointed out that as buying decisions move up the hierarchy, sellers not only compete with direct competitors, but also with strategic investments at all levels.
>To be successful, vendors must link their solutions to the most critical business strategic initiatives. Drew added that sellers often rely on their data to demonstrate ROI, but it's more effective to ask customers how they would justify their investment and what metrics they would use.
4. Leverage partnershipsDante emphasized the importance of partnerships in the modern business landscape. With buyers having access to vast amounts of information, sellers need to leverage the knowledge and results of their partners.
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