Building an Insights Engine
To become customer centric in B2B, a company must transform customer needs into a strategy that can deliver a sustained competitive advantage.
Sep 20
To become customer centric in B2B, a company must transform customer needs into a strategy that can deliver a sustained competitive advantage.
In B2B organizations, agile methodologies can provide more effective results for business development, transforming command and control organizations into vision and delivery ones giving salesman purpose and motivation.
The Culture Map, a tool to evaluate the most common gaps in management behaviors across different cultures.
To succeed in B2B, business developers should focus on solving the customer pains, or identify the “Jobs to Be Done”
To better engage with customers, share stories on how to solve their problems instead of overwhelming them with data.
To make buying easier for customers, companies should adopt a proactive approach and guide customers to solutions rather than just present alternatives.
To offer personalized solutions for B2B customers, business developers must be customer centric by being aware of industry trends and co-develop projects to tackle their counterpart needs.
According to McKinsey, decarbonizing the industry sector prompts for processes with improved energy efficiency and strong usage of heat and electricity generated from renewable sources, such as biomass and photovoltaic.
When doing business development with customers from different cultures, the trust you have built, the subtle messages you have understood and your ability to adapt to the context at hand, will ultimately make the difference between success and failure.
To close sales faster, one must turn to existing resources: target the most promising customers, leverage current capabilities to develop customer-oriented offers and efficiently track execution