Transforming B2B Sales in Energy: Insights from Research & Real-World Experience
Bringing critical B2B insights to the energy sector, our speaking engagements dive into evolving buyer behaviour, digitalisation, and achieving sales excellence. Every talk is grounded in thorough research and real-life experience, equipping attendees with actionable insights they can immediately apply. Designed for those navigating the shifting landscape of B2B sales, our sessions inspire growth and practical transformation in a rapidly changing market.
Demystifying the Journey to Sales-Excellence
Attend this talk to gain exclusive insights and practical strategies guiding you to a systemic step up of your Sales & Marketing capabilities.
The 5 Ways to Sell in an Ever-Changing World
Attend this talk and gain exclusive insights and practical strategies guiding you to adapt your sales approach to meet the demands of the modern marketplace.
The
Buyer
Revolution
Attend this talk to hear our team unveil ground breaking findings from our latest research on buyer behaviour in the B2B lubricant industry.
Demystifying the Journey to Sales-Excellence
Attend this talk and you will gain exclusive insights and practical strategies guiding you to a systemic step up of your Sales & Marketing capabilities.
When I consider Sales Excellence and reflect on my experience implementing programs in over 50 countries, two recurring themes emerge:
Sales leaders aspire to enhance sales effectiveness and efficiency, yet amidst their daily grind, they often lack clarity on how to achieve it.
The fear of overwhelming change often leads them to stick with what’s familiar, even if it’s not working optimally. However, neglecting to step back, assess, and plot a way forward only perpetuates stagnation.
To address these challenges, I will share with you how any approach to step up your game should scrutinise not only sales processes but also sales behaviours. By dissecting behaviours, we uncover patterns that impact progress, while analysing processes reveals inefficiencies ripe for optimisation. This dual focus empowers us to streamline operations, enhance customer experiences, and drive bottom-line results.
Here’s what you can expect
Discover how to transform your sales culture by aligning sales objectives with customer needs and market dynamics. Learn to cultivate deep customer intimacy through personalised experiences and understand unique client needs to enhance satisfaction and loyalty.
Recognise the importance of inclusivity in acknowledging contributions from every department to enhance customer experience and drive growth. Learn to foster a culture of transparency and accountability in performance management, with openly displayed metrics and regular discussions.
Learn how to encourage your sales teams to invest in customer engagement, fostering relationships that enhance satisfaction and increase sales opportunities. Understand the importance of active leadership engagement through field visits to provide feedback and guidance, facilitating skill enhancement and reinforcing best practices.
Unlock the potential of effective sales execution and prepare thoroughly for customer engagements to maximise impact and enhance sales performance. Implement a structured and effective sales planning process to guide actions and amplify impact. Achieve consistency in sales execution to maintain high standards and achieve desired outcomes.
Reflect on the critical importance of pipeline management in tracking and nurturing potential sales opportunities. Instil confidence in business performance with a well-managed pipeline that provides clear projections of upcoming sales opportunities and expected revenue, inspiring trust and commitment among stakeholders.
The 5 Ways to Sell in an Ever-Changing World
Attend this talk and gain exclusive insights and practical strategies guiding you to adapt your sales approach to meet the demands of the modern marketplace.
When we think about modern sales strategies and reflect on the evolving landscape of sales in today’s world, several key principles stand out:
Sales professionals must adapt to customer-centric approaches and embrace a blend of traditional and modern sales techniques. The focus must shift from merely providing information to offering valuable insights and personalised experiences that align with the buyer’s journey.
Here’s what you can expect
- Insight: Modern buyers prefer to educate themselves before engaging with a salesperson. It’s estimated that 47% of buyers consume three to five pieces of content before contacting a sales professional.
- Action: Provide content that educates your future customers throughout their buying journey. Your content should answer their business challenges and highlight issues they may not yet be aware of.
- Challenge: Ensure that your content reaches the right audience. It’s reported that 70% of business-generated content never reaches its intended customers, representing a missed opportunity to engage and educate.
- Insight: Today’s buyers have access to vast amounts of information and often do thorough research before making a decision, with 94% of B2B buyers doing online research before contacting sales.
- Action: Focus on building relationships through insights that add real value to the customer, beyond just product details. Help them understand how your solution addresses their specific needs or goals.
- Role: Your role as a salesperson has evolved into being a trusted advisor who supports and educates prospects throughout their journey.
- Insight: Research indicates that 57% of the buying decision is made before a customer even reaches out to you. This makes listening to customer needs more critical than ever.
- Action: Align sales and marketing efforts to deliver content that matches the buyer’s requirements at each stage of their journey. Whether it’s testimonials, case studies, or targeted follow-ups, your response should always add value.
- Framework: Use a customer journey roadmap to guide interactions, ensuring you engage at the right moments to maximise conversion opportunities.
- Insight: Personalisation is key to engaging with the modern buyer, who expects tailored experiences and solutions.
- Action: Be proactive in the early stages of the buyer’s journey, standing out as a champion of your brand. Your goal is to eliminate friction and create a seamless path that supports your customer’s decision-making process.
- Strategy: Integrate personalised touches throughout your interactions to build a stronger connection with prospects and drive engagement.
- Insight: We live in an on-demand society where customers expect quick responses. Responding to enquiries within five minutes increases your chances of converting leads significantly.
- Action: Ensure you are accessible and responsive to your prospects’ needs, providing them with timely information and support. The faster you engage, the more likely you are to secure a sale.
- Outcome: Make sure that your content and engagement strategy supports this on-demand expectation to keep pace with your competition.
- Focus: It’s all about shifting to a customer-centric approach in your sales methodology. Your messages and content need to resonate with where the buyer is in their journey.
- Consistency: Consistency in your message delivery and value proposition is essential to building trust and closing deals in the modern sales environment.
The Buyer Revolution: Unlocking Unprecedented Insights in the B2B Lubricant Industry
We will unveil ground breaking findings from our latest research on buyer behaviour in the B2B lubricant industry.
In the rapidly transforming B2B lubricant market, understanding the nuanced behaviours and preferences of buyers has become paramount. Our extensive research journey, comprising five targeted surveys, has revealed invaluable insights poised to reshape the landscape of this industry.
We invite you to attend this talk where you will gain exclusive insights and practical strategies to guide you through the evolving dynamics of buyer-seller interactions in the lubricant market.
Here’s what you can expect
- Objective: To understand how buyers navigate the lubricant market independently before engaging with sales representatives.
- Insight: Modern buyers are more self-reliant, leveraging digital resources to research, compare, and even test products. Understanding this shift is crucial for suppliers aiming to align their strategies with the buyer’s journey.
- Objective: To assess the importance of timely communication in the purchasing process.
- Insight: The promptness of supplier responses can make or break deals in today’s fast-paced market. Effective and rapid communication has become a cornerstone of successful transactions.
- Objective: To determine whether the influence of a strong brand or personalised interactions holds more sway in buyer decisions.
- Insight: While brand reputation is significant, the personal touch from sales representatives often tips the scales. Building genuine relationships can enhance trust and loyalty beyond mere brand prestige.
- Objective: To understand the daily operational challenges and needs of lubricant buyers.
- Insight: Suppliers who demonstrate a deep understanding of the buyer’s daily workflow can tailor solutions that seamlessly integrate, adding tangible value and fostering long-term partnerships.
- Objective: To explore what qualities and approaches buyers value most in sales representatives.
- Insight: Beyond product knowledge, attributes like empathy, adaptability, and proactive problem-solving resonate deeply with buyers, influencing their procurement choices.
- For Buyers: Gain clarity on how your peers navigate the market, what they value in supplier relationships, and strategies to optimise your procurement process.
- For Sellers: Understand the evolving expectations of buyers, adapt your approaches to meet these demands, and position your offerings more effectively in a competitive marketplace.
