Six Steps to Boost Sales with Buyer-Centricity

Buyer-Centric Sales: A Winning Approach

A buyer-centric sales approach focuses on understanding and addressing customer needs to achieve better outcomes. Many companies claim to adopt this approach, but it isn’t always reflected in their sales processes and training methods. To develop a more buyer-centric sales methodology, organizations should consider these six strategies:

1. Establish a common enterprise language: This helps create a customer-focused culture and enhances engagement, understanding, and loyalty. A common language facilitates your ability to engage with customers to better understand their needs, improve the customer experience (CX), and drive customer loyalty.
2. Create feedback loops: Engaging in dialogues with clients helps identify problems and additional needs. Revenue teams need to harness feedback to forge a dialogue with prospects and clients and help identify problems and additional needs.
3. Address contextual challenges: Integrate sales technology into workflows and enhance buyer-centric behaviors while offering continuous skill development for salespeople. Sales organizations often struggle with underlying issues related to sales tech and sales skills. The right tech can greatly impact seller behavior, but its impact depends on how it is integrated into their workflow and used to support and enhance buyer-centric behaviors.
4. Measure and reward buyer-centric behaviors: Encourage and reward customer-focused actions to foster growth in customer relationships. By encouraging and rewarding customer-centric behavior, sales organizations can ensure that their sales teams remain focused on the tasks that meet the needs of their customers. This also lets customer-facing roles uncover additional needs and grow the relationship.
5. Leverage data and analytics: Use metrics like customer satisfaction, lead conversion rates, and customer lifetime value to make data-driven decisions. Tracking these metrics means sales organizations can adjust their sales approach to better meet the needs of buyers.
6. Provide ongoing sales training and support: Lasting behavioral change requires consistent training, while technology can streamline processes and help monitor buyer-centric behaviors. Training is often the crucial component in creating lasting behavioral change. Once you’ve successfully identified and developed the right sales behaviors, support can come through technology. This enables sales managers to streamline processes and focus on monitoring and cultivating buyer-centric behaviors.

Working with prospects to uncover ideas for ideal solutions and mapping solutions to their vision is vital. Ensuring salespeople have industry expertise and/or experience can help create a tangible selling behavior. Our study revealed that 61% of sales leaders believe that even though a buyer-centric approach takes longer, it makes sense to use it because it is more effective. Meanwhile, 59% of sales reps said that it makes sense to choose a buyer-centric approach instead of any other, even if it requires more effort. In today’s competitive landscape, the buyer-centric approach can be a crucial competitive advantage to any company’s sales processes.

Let’s meet at SCALE11 Lounge, (hall 11 – G20)

Cover Charge SCALE11

• GOLD/Silver SOLUTIONERS & Premium Members: FREE + Intros → UPGRADE
• Members: FREE (Become member for FREE to RSVP and get a FREE Ticket)
• Non-members: €56 Tickets

CONNECTING  Entrepreneurs with Business Partners – B2B Matchmaking

KNOWLEDGE TRANSFER From Senior High-Level International Speakers

ENJOY a day with like-minded guests

CeBIT in a nutshell

One of the world’s largest Innovation & IT events:

• 221,000 professional visitors from more than 100 countries
• 3,500 international journalists
• 3300 ‘old economy’ exhibitors from more than 70 countries
• 250 international investors
• 40+ conferences
• 200 speakers
• 1,000 hours of conferences, forums and workshops, transferring knowledge and experience

www.cebit.de

We cordially invite our members with a FREE ticket for CeBIT to join the “Go International Summit 2016” Go Global for Startups made easy. Is about internationalization of startups and will take place on the corporate stage (main stage) in hall 11. Where our CEO, Mario Paladini will join the panel Discussion on

From local to global  – When is the right moment to go global?

Program:

• 9:55: Opening Go International Summit
• 10:00: Keynote: Günter Oettinger – Commissioner EU Commission
• 10:30: Panel: Scaling up in Europe
• 11:20: Panel: Risk financing for Startups and innovative small firms in Europe
• 12:10: Keynote: The 4th Industrial Revolution
• 12:30: Presentation: Go Global for startups made easy
• 12:45 – 13:15:  Lunch Break:
• 13:15: Fireside Chat: Scaling first in Europe vs entering the US market – Best cases for European start-ups?
• 14:00: Club GLOBALS Premium Members and Solutioners Get Together at Special Lounge – SCALE11
• 15:30: Panel: From Local To Global – when is the right moment to go global? with Mario Paladini

CONNECTING  Entrepreneurs with Business Partners – B2B Matchmaking

KNOWLEDGE TRANSFER From Senior High-Level International Speakers

ENJOY a day with like-minded guests

Cover Charge:

Includes Free Shuttle from and back to Berlin with Coffee and Breakfast, Access to CeBIT, Program and Get Together. 

• GOLD/Silver SOLUTIONERS & Premium Members: FREE + Get together → UPGRADE
• Members: FREE (Become member for FREE to RSVP and get a FREE Ticket)
• Non-members: €55 Tickets

CeBIT in a nutshell

One of the world’s largest Innovation & IT events:

• 221,000 professional visitors from more than 100 countries
• 3,500 international journalists
• 3300 ‘old economy’ exhibitors from more than 70 countries
• 250 international investors
• 40+ conferences
• 200 speakers
• 1,000 hours of conferences, forums and workshops, transferring knowledge and experience

www.cebit.de