Listen to the full episode of Unlock People’s Potential with Tim Sanders: https://www.contriber.com/b2b-sales-tips/ Several challenges have emerged in B2B sales. 1. Selling environment has become increasingly complex. 2. Buyers are organising cross-departments to decrease the cost of ownership and take more control over the buying process. Instead of selling to a person or two, B2B companies have to sell to buyers who are more informed than ever. Because of the complexity of their products, B2B companies need to be innovative in how they demonstrate value and should do it in a way which makes it easy for clients to sell forward to other internal stakeholders. Due to the falling costs of starting a company and an increasing variety of funding opportunities, competition has also become very high. Therefore, even keep your existing customer base has become a challenge. A solution to this can be Dealstorming, “the act of bringing together multiple disciplines to solve a significant sales challenge through collaboration and shared work with a focus on rapid problem solving”. Dealstorming focuses on diversity—getting salespeople to collaborate with people from other departments in order to boost creativity. We met with best-selling author Tim Sanders to discuss his take on how to increase B2B sales. Here are 10 tips he shared about how creativity can unlock the potential of your salesteam and close more challenging B2B deals. Dig into the presentation to learn more from Tim Sanders experience. Listen to the full episode of Unlock People’s Potential with Tim Sanders: https://www.contriber.com/b2b-sales-tips/

1. 10 Tips from
Tim Sanders
to increase
your B2B sales!

2. Increase Your Sales with Dealstorming
Creativity is key to close complex B2B deals.
We interviewed ex-Yahoo executive and best-selling author
Tim Sanders to tell us more about how he uses creativity
to increase sales with his method: ‘Dealstorming’.
Learn from the 10 sales tips Tim Sanders shared with us.

3. 1.
Dealstorming =
“The act of bringing together multiple disciplines
to solve a significant sales challenge
through collaboration and shared work
with a focus on rapid problem solving.”

4. 2.
Diversity is the mother of creativity.
Get salespeople to collaborate
with people from other departments,
like marketing, product development, HR...

5. 3.
Do your homework.
Prepare an idea brief before the dealstorming meeting.

6. 4.
Your meeting agenda:
1) Explore the root cause of the problem
2) Nominate possible solutions
3) Discuss them
4) Select the best next moves

7. 5.
Use a crisis to establish
cross-department collaboration.
We are more likely to work toward
the same goal when we are under pressure.

8. 6.
When you lose a deal,
don't blame your client or the competition.
Don't give a up.
Re-engage with lost clients one or two years later.

9. 7. Choose your cofounders carefully.
You need someone who is emotionally mature and
obsessed with solving the problem your startup is
addressing.
You want someone who has experience in working
with startups and has empathy for others.

10. 8.
If you have a tech background,
find a cofounder who has commercial acumen.
You want someone who can sell your product or service.

11. 9.
When hiring salespeople, test how they solve
problems and build relationships.

12. 10.
Learn from the outliers, those who are using your
product incorrectly. Try to understand the customers
that stand at the extreme.

13. Listen to the full episode here.
More about B2B Sales

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