I’m new to RepHunter and earlier this week, a potential client asked me a simple yet profound question: “How do you approach B2B sales, and what have you learned from your years of experience?” Without thinking too much, I responded, “My success in sales depends largely on the energy I bring to every interaction.”
As I said those words, I realized they might sound vague, especially to someone unfamiliar with my consultive sales process. So, I quickly clarified, “For me, a successful sales project begins long before I make that first call. It starts with preparation—understanding key details like a products or services positioning statement, building the right contact lists, honing talking points, and crafting sales collateral—all while keeping the potential customer in mind.”
I know this might sound like common sense to many of you, but how often do well-intentioned sales reps get sidetracked by focusing solely on pleasing their clients (the companies they represent), rather than the actual end customers who will use the product or service?
You’ve seen it happen: We bend over backward to meet a company’s expectations. We work hard, often tailoring our pitch to please them rather than addressing the needs of their prospective customers. But as an independent sales rep, the greatest value we can offer is an outside perspective—reminding company leaders that the sales process is never about them; it’s always about their potential clients.
Our job as independent reps is simple: We need to build a sales strategy that identifies and solves the real problems our prospects face. When done right, even a cold call can lead to a prospect saying, “I’ve been thinking about this for a while,” or, amazingly, “I’m really glad you contacted me.”
Does this happen every time? No. But it should happen often enough. In fact, I measure success by tracking my conversations with decision-makers—if I’m speaking with them 25-35% of the time during a campaign, even if they don’t buy, I know my message is resonating. Busy businesspeople make time for solutions that truly matter to them.
Another key measure of success: Once you’ve identified a need and guided a prospect through your sales process, do 50% or more end up buying? When executed properly, the prospects who make it to the end should be fully engaged and eager to close the deal.
I’d love to hear your thoughts on this, and if you have any questions or experiences to share, feel free to reach out!
David Westdorp Strategies
Direct: 778.994.3414
www.davidwestdorp.com