Business Growth Strategies
Growth Strategies for Business to Business Selling
Business growth strategies that work for one type of company can often be very detrimental for another. B2C and even B2B commodity sales strategies will fail if used for business to business selling of value-added or business critical solutions or services. Below are several other badly flawed strategies to steer well clear of:
Common Business to Business Selling Mistake # 1
Flawed “Customer Led” Business Growth Strategies
Contrary to popular opinion, making the customer king does not serve well for business to business selling. Companies that are customer led create an unhealthy imbalance of interests. Put too much power in the hands of your customers and you are pretty much subject to their will. Not the best of business growth strategies.
Common Business to Business Selling Mistake # 2
Flawed “Technically Led” Business Growth Strategies
Many companies start life as technically led as this is where their offerings originate, however many then fail to flourish beyond the early years. Ironically their growth can be inhibited by the very technical mind-sets that got them started in the first place. Being technically led is at best only a good starting point
Common Business to Business Selling Mistake # 3
Flawed “Sales Led” Business Growth Strategies
Some companies make sales the king, treating successful salespeople like royalty. You can imagine the big ego’s that a sales led company creates – to the detriment of the business in general and to non-sales staff in particular. Sales led B2B companies may get by in the short term but tend to fail mid to long term.
An Effective Business to Business Selling Approach
Viable “Business Led” Business Growth Strategies
Smart companies make business the king, ensuring that mutual business benefit is always the objective when they engage with customers. When a company is truly business led, the focus is on building “value enriched” trusted advisor client relationships. PBC can help you evolve your company into a “business led” culture.
.
See also Trusted Advisor Selling
PBC business growth strategies for business to business selling.
See our sales management coaching services.
Supporting business articles:
© PBC rev 8.0 Apr 2011
London, Berkshire, Bracknell, Maidenhead, Reading, Slough, Hampshire, Basingstoke, Portsmouth, Surrey
