Will B2B Sales Move Mostly Online?

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  1

  gonca.telli@...

  07/03/09 | Report as spam

  RE: Will B2B Sales Move Mostly Online?

  You question here after you mentioned your idea. I think the question should be asked before for its objectivity. You are also asking the present salesmen or marketers. These people are used to do face to face selling.
  
  In this sense face to face meeting's structure will change when the negotiations become so complicated the real specialist will be needed. But in the standard procurement there will not be a need of a speacialist there will be a system.
  
  Gonca Telli Yamamoto

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  2

  powerpoint

  07/03/09 | Report as spam

  RE: Will B2B Sales Move Mostly Online?

  Since much of the B2B sales cycle can be conveniently pursued online, face-to-face encounters are bringing less value to the table and will continue to diminish. However, a talented company representative will still be necessary to overcome objections and create a sense of urgency to buy. In other words, in Sales 2.0, progressive B2B companies will hire "deal closers" versus sales people. That doesn't necessarily mean face-to-face meetings, but one-on-one communication in some form.
  Kim Giansante/Pittsburgh, PA

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  3

  Ray892244

  07/03/09 | Report as spam

  RE: Will B2B Sales Move Mostly Online?

  Your guest paints with too broad a brush. Perhaps the future of B2B sales is Sales 1.5, a blended solution. Successful B2B sales is an ROI based sale. A B2B sales consultant needs to work collaboratively with the customer to develop a "potential" ROI analysis using the customer's numbers. That would be difficult to do on-line.
  We conduct that ROI analysis over the telephone using an analysis spreadsheet we have already sent to the client. If the results are acceptable to the client, we make an appointment to meet face-to-face and set the expectations that we are coming to finalize the relationship.
  It is all about qualifying the client at each step so the travel investment is justified.

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  4

  joannesblack

  07/03/09 | Report as spam

  RE: Will B2B Sales Move Mostly Online?

  The people who say that technology and only technology is the way to sell in the future are self-serving. It is their way to promote their company's technology. Sales 2.0 tools are terrific for learning who is who, who does what, and who know whom. Period.
  
  There is nothing that replaces a personal conversation in the sales process--whether it is on the phone or an in-person sales call.
  
  David Nour, Relationship Economics http://relationshipeconomics.net/ and the guru of social networking, maintains that nothing replaces a personal connection. He urges sales people to set coffee appointments and go and meet people.
  
  If a company positions their product as a commodity, then customers can buy online without ever talking to a salesperson. However, if our sale is complex and there are various solutions to a business problem, we need to talk to our clients.
  
  After all, we make a sales because we demonstrate how we impact a client's business. We make a sale--not because our product is so great, but because we build relationships, demonstrate ROI, and give the customer a reason to say YES!

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  5

  nedelsha

  07/03/09 | Report as spam

  Not ALL Online for High Ticket Items

  Geoffrey,
  
  Sales 2.0 is NOT about moving ALL parts of ALL sales cycles online.
  
  Higher value/more complex items will still be sold with part of the sales cycle being "belly to belly".
  
  I believe there will still be two humans sitting in a room in most high-value transactions. Exactly where the line is drawn on HOW high the value or HOW complex the sale before we "hop on a plane" is to be determined.
  
  As the fellow who coined the term "Sales 2.0" (and whose company is called that too) I'm uncomfortable with suggesting to the world that Sales 2.0 is about NO more physical sales calls in any situation. I don't believe that is correct.
  
  Nigel Edelshain
  CEO, Sales 2.0 (LLC)

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  Geoffrey James, Sales Machine

  07/03/09 | Report as spam

  RE: Will B2B Sales Move Mostly Online?

  Re Note 4:
  Joanne, I don't believe that they're talking about fully automated commodity sales. I think they're talking about developing and closing the opportunity using telephone, email, social networking, etc. I have many clients who buy fairly complex products (i.e. specific documents and articles) but whom I've never met in person. In fact, I find that I have BETTER customer relationships when I DON'T meet them in person, because I'm a stronger communicator online and on the telephone than in person.

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  7

  stevem99

  07/03/09 | Report as spam

  RE: Will B2B Sales Move Mostly Online?

  I tend to think that lower-cost transactions will gradually be replaced with an online sales process but not the high ticket items. The old 'know-like-trust' of selling can be approximated using web-based strategies (website info, user testimonials, online guarantees, etc) but for bigger items most humans need a little personal TLC to overcome their buying reluctance.
  
  That being said, there is still a lot of room for B2B sales process improvements including tools for lead generation, nurturing, qualification, etc. which certainly can be automated online. I just don't see any way to automate closing?
  
  - Steve (www.SPMsolutions.NET)
  

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  Geoffrey James, Sales Machine

  07/03/09 | Report as spam

  RE: Will B2B Sales Move Mostly Online?

  Re Note 7:
  I'm not sure that I see any of those other steps "automated" either. Sure, you can have a tool that generates a list of leads, but it still takes human intelligence to determine the rules that separate a good lead from a lousy one. Similarly, somebody has to craft the emails, make the calls, etc. in order to turn the lead into a prospect. It's more about where the human-to-human activity will take place. Globalization and the high cost of travel creates enormous limitations to person-to-person meetings. I think the human-to-human interaction will continue, but more of it will take place online and across the telephone.

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  helpmeunderstand

  07/04/09 | Report as spam

  Whoa

  Nigel, you are on the money - as usual.
  
  Here is the thing...as sellers we need to stop drinking the Kool Aid. Sales 2.0 is a wonderful thing but to make it work it needs to be an evolution not a revolution. We are so caught up on trying to get to the next big thing (and btw, I do think 2.0 is the next big thing) that we forget what we are trying to accomplish in the here and now - creating sustainable relationships based on value.
  
  Here is the golden rule....let the buyers determine how they want to buy. Some way want to buy online...great. But many will still want that human connection, that relationship, that look in the face that makes you feel good. Who are we do deny them that?
  
  Companies are not failing because they aren't selling online. Companies are failing because they have not mastered the basics of good business. Check out "Have you Mastered Sales 1.5?" and let me know what you think http://tinyurl.com/l4d6fb.
  
  Net/net - before we vote on whether or not face-to-face selling is necessary, optional or a waste - we might want to check in with our buyers. Thanks for listening.
  
  

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  camaurer

  07/05/09 | Report as spam

  RE: Will B2B Sales Move Mostly Online?

  Bridegroupine (although I think I know you real name I use this pseudonym),
  
  I fully support your view. It is the buyer who decides. Period. Sales success depends therefore not on using technology but approaching the buyer with the right mind set. It is not to close a sale, it is to make a valued contribution to the buyer's business. I have written about this here: http://tinyurl.com/bn2gm8
  
  

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  11

  umberto.milletti

  07/06/09 | Report as spam

  What is sales 2.0

  I think that the most effective definition is still
  http://www.insidecrm.com/features/sales2-improve-business-112508/
  
  Whether the interaction between buyer and seller involves in-person meeting is, I think, besides the point (which is 2.0 technologies & processes to drive efficiency).

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  Geoffrey James, Sales Machine

  07/06/09 | Report as spam

  RE: Will B2B Sales Move Mostly Online?

  Re Note 11:
  Celebrity alert. Unless somebody stole his name, note 11 is from the CEO of InsideView, one of hottest Sales 2.0 firms in the industry. He's also probably one of the smartest guys in high tech today -- or so he's seemed to me on the occasions when I've interviewed him.

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  13

  umberto.milletti

  07/06/09 | Report as spam

  Blush

  Thank you Geoffrey, very kind words. And no, nobody stole my name
  I care deeply about this topic, how to use process and technology to drive sales productivity - the need for productivity is tremendous, but so is the opportunity presented to use by social media and web 2.0!

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  ptrewin

  07/06/09 | Report as spam

  RE: Will B2B Sales Move Mostly Online?

  Great and passionate dialogue. I would agree with the posters who say that Sales 2.0 is not only about technology. I love Gerhard Gschwantdner's quote on the subject. He says "Sales 2.0 brings together customer-focused methodologies and productivity enhancing technologies that transform selling from an art to a science." Nowhere in this definition is there talk of automating everything but about making selling more productive and customer focused. Here's a slight spin on Gerhard's quote for your consideration: Sales 2.0 is where the science of marketing meets the art of selling.

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  scottymiller

  07/16/09 | Report as spam

  Yes and No

  We have seen this happen B2C in banking, medicine, and everything else that is important to us so of course it will transfer B2B. Our challenge is to gain trust without sitting across the desk from our buyer. We used to call this the three foot rule. Now we have to be able to build that trust in something I call the three minute rule. Those are the three minutes that a sales person has to convince a buyer to follow their process instead of the typical online buying process.