“How can we make a difference in complex B2B selling?
B2B complex sales tend to evolve in step with customer’s buying behaviours and market complexity levels. Although based on sales principles, complex selling has characteristics and nuances which can be hard to manage without a structured approach.
Attempting to approach complex selling using basic sales technique alone is never a good idea…“
Luca Image – Managing Director, Powerselling
Our Customers' profile
We work with leaders and professionals who are in charge of results and sales in their organisations, with a view to upgrading their business trends, to be sure that they make a difference on the market.
Which of these profiles do you fit?
What we achieve together
Our clients look for customised projects and pathways, in line with their respective market, managed by professionals who have a clear view of the context they are working in. We are committed to doing this to the best of our ability.
Ensuring the growth of salesforce competences and effectiveness.
The competences required on the part of a Sales Professional to move with confidence on the current market have changed compared to the past. Selling skills, strategic vision, managerial capacity and expertise in respect of solutions are fundamental ingredients to close a deal successfully. In this regard, “champions” are few and far between: companies need a salesforce which is homogeneous, strong and efficient, where all team members are highly skilled.
Counting on effective instruments and contents for sales.
The Sales Professional job requirements have undergone a marked acceleration over the past few years. Technology has contributed in a significant way to this development, alongside the changes which have taken place in respect of go-to-market, marketing and team selling. Mention is often made today of “Sales Enablement” when referring to instruments, processes, guidelines and materials which can help the salesforce be more effective and make a difference on domestic and international markets.
Align sales processes and market trends.
Having structured and consistent sales processes, nowadays, is particularly necessary with regard to markets where “playing it by ear” can prove ineffective. Many companies do business with customers, distributors, OEMs, integrators, dealers, agents: driving and controlling sales without clear and effective processes is extremely difficult in these settings. Structured processes allow for consistent control over selling activities, making it possible to adjust a company’s approach to continuing market changes.
Disseminating a “sales culture” within the organisation.
For many organisations, sales are not considered a specific activity, but rather something covered by the approach of everyone involved in customer management. Sales culture is synonymous with customer culture; this means acknowledging that any value added for the customer means added value for the business. There are several projects underway in this regard, all of them – of course – customised: aligning different teams, creating value, team selling, account management, to mention but a few.
Services and activities
We make available for customers the competences, procedures, approaches and instruments that are part of our professional toolkit, the result of experiences in all areas of complex selling and of "contamination" with the most widespread procedures at international level.
Workshops on specific B2B sales topics
For professional selling purposes, training plays a fundamental role. Our workshops are real-life oriented and hands-on, making sure that participants have ideas and tools which may be used straight away on the job.
Standard or customized training paths
When topics are so complex and articulated that one workshop alone is not enough to acquire the competences required, customized processes make it possible to achieve this goal.
Consulting on processes and topics related to B2B complex selling
Selecting structured sales processes, the right approach to Key Account Management, establishing partnership programs: these are some examples of activities where consulting support often plays a key role.
Sales Enablement and Sales Transformation projects
Processes, technology, contents and method are fundamental components for a successful salesforce. This kind of project is based on the intent to sustain the growth and empowerment of outstanding sales teams.
Sales Academies for sales organisations
Large-scale sales organisations often need to create structured and consistent pathways. In this case, Sales Academies add substantial value to the business and are able to respond effectively.
Sales Simulation on specific sales scenarios
Sales Simulation is an approach - geared towards acquiring competences - which is becoming increasingly widespread, especially in complex settings. It is a very effective approach which enables both competences and procedures aimed at structured selling.
B2B selling is not the same everywhere... each market has its specificities. The staff at Powerselling has well-established competences in respect of specific markets which characterise consulting and training pathways.
There are specific characteristics of the industrial market which affect its procedures for managing sales and customer relations. When addressing this market, you need to be aware that technical expertise – which allows for understanding customer requirements and selecting the best technological solution – is paramount in the sales process. The salesforce should have the necessary managerial and strategic skills to develop projects involving customers who may be End Users, OEMs, System Integrators or Distributors, regardless of their size.
ICT & Digital Market
By ICT & Digital Market we mean a market where products and services are oriented to hardware, software and communication digital solutions. It is a market which is in many ways similar to the industrial market. Its marked, constantly developing, technological component, is a focal point for those who work in this sector. Moreover, on this market there is a massive presence of “partner” organisations to be managed, including: retailers, distributors, channel partners, Value Added Resellers.
Highly professional consulting and service companies work with a variety of customers in terms of size and sector. Those who work in these organisations have a strongly specialised competence, which constitutes their “core business”. Companies constantly present on the market often operate through relations, word-of-mouth and branding. On the other hand, these companies are becoming increasing attentive to sales trends, in order to guarantee a more proactive and responsive approach, geared towards target customers, thus effectively steering their business trends.
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