61%
of sales leaders surveyed by ValueSelling Associates confirmed that
although a buyer-centric sales approach takes longer to implement, it is
more effective at driving sales.
Understanding customers' core
requirements, engaging with customers by asking insightful questions,
developing technical competence in salespeople, and mapping solutions
with customers' goals are all key components of a buyer-centric sales
process.
- Building
a buyer-centric culture, creating feedback loops, addressing contextual
challenges, rewarding buyer-centric behaviors, leveraging data
analytics, and offering ongoing sales support are the six key best
practices that sales leaders and sales reps use to integrate
buyer-centric sales methods.
- The report suggests that organizations must design their customer experience processes keeping the client's core needs in mind.
- Revenue and sales teams should actively seek client feedback to uncover additional challenges and needs that can be addressed.
- Organizations must develop technical competence within sales team members to map ideal solutions based on clients' goals.
- The full survey report can be found here.
