A change of the times
Traditional sales approaches are no longer effective.
know your customer segment
The way people assess and buy B2B services has changed.
84%
of B2B buyers say being treated like a person, not a number, is very important to winning their business.
Source: Salesforce
64%
of B2B buyers are more likely to buy from a brand they trust and feel connected to (and 60% would pay a premium).
Source: CEB
57%
that’s how far, on average, B2B buyers are through the purchase decision before engaging a supplier sales rep.
Source: Google
18x
is the average number of attempts before a substantial conversation is had with a B2B buyer.
Source: Hubspot
a seismic shift
The way teams are organised and managed has changed.
96%
of B2B sales teams have shifted at least partly or fully to remote selling.
Source: McKinsey
56%
of sales reps report that how they collaborate and communicate is the thing that has changed most since working remotely.
Source: Buffer
32%
is the average increase year on year of B2B site traffic post pandemic. The interest is there, but where are the sales?
Source: Accenture
61%
of sales people say they feel underappreciated in their role. We need to fix that.
Source: Pipedrive
A fresh perspective
Put yourself in your buyer’s shoes
Today’s B2B buyers are more informed than ever. Your buyer is overwhelmed by choice. For them, the safe option can often feel like just doing nothing at all and maintaining the status-quo.
Your buyer rarely makes a decision alone but asks for the views of others, including people they do not know personally, to form an opinion on what is the best way forward.Perspective is everything. Your product may be amazing, feature rich – the best thing since sliced bread. However, unless your sales team view the situation from the prospect’s point of view, their efforts will be wasted.
How to respond?
Our task is to educate the buyer
Let them know their challenge is not unique. Demonstrate we understand their world and communicate how others in a similar situation have found a solution. Taking this approach, the interest in your offering can grow and the buyer is on that journey to learning what you can do for them and so one day they become not just customers but they love your brand. The goal is to create brand advocates who not only come back time and again but also refer their peers to become clients.
Where to start
How Make the Break can help
Build skills
Something missing from your sales efforts?
Got a team who are relatively new to sales? Or technical people who have also ‘to do their own BD?’ It can feel scary. It doesn’t need to. We offer sessions to give your team the basic tools and techniques that work. We made the mistakes early in our careers and now you don’t have to!
Build a plan
Got a new product or market? Need a plan?
Got a product or service but don’t have a plan? Calling everyone and anyone isn’t really viable (and frankly soul destroying). Having a strategy is crucial to the success of your new business efforts. We work with you to create a go-to-market plan, hold you to account and help you keep focus.
Build faster
Where is the friction in your flow?
What is happening to your team’s leads? What are the metrics that matter? Is the CRM being used properly? Why are sales not happening? If you are asking yourself any of these, it’s very likely revenue is wandering out the door. Let’s pinpoint the gaps and recommend where to take action.
Build better
Feeling like things are just not going your way?
Life as a remote sales person and/or the sole country representative can be a lonely one. It’s easy to let the momentum drop. Between us, we have years of experience at the coalface of B2B new business. Monthly 1-2-1 coaching sessions to help guide the way from good to outstanding.
Build a pipeline
Can’t afford a big ticket sales person but want to get a campaign off the ground quickly?
This is all about the doing. We can give your business the hands-on commercial efforts needed to fill your pipeline. Think of this as Sales Director as a Service – SdaS. We can work together, agree what good looks like from filling your diary with meetings or booking demos to getting new customers over the line and signed up.
Testimonials
What people say about Make the Break
Gaby Amiel
CEO, Sennen Tech Ltd
NExt step
Let's start a conversation
An opportunity for you to talk through where your business has got to and where you would like it to be. We can look to see if we have common ground and if our skills are relevant for what you need. Together we can spec out a project and get going.