B2B Sales Phases: 3 Tips for More Sales Through Emotionality
Posted: Mon Feb 03, 2025 3:38 am
Are feelings the better sales arguments? Up until now, everything in B2B sales has revolved around product advantages, customer benefits, USPs, transaction and sales data. The real, really valuable treasures usually lie dormant in CRM systems, unnoticed. There is a simple approach behind this thesis: products and services are interchangeable, whereas people are unique . But first things first:
What information do companies typically use in the sales phases?
B2B - that sounds like cool thinking and rational decisions based on sober data. More precisely, lead and customer data within the sales funnel. Put simply, B2B is nothing more than solving a company's problem through the offer of another company. At first glance, this sentence sounds rational, factual and sober - as befits this type of relationship, right?
Anyone who thinks like that (superficially) fails costa rica whatsapp data to recognize one thing: a problem inherently involves feelings. Anyone who has a problem is affected emotionally. Sometimes more, sometimes less - the type and extent of the problem play an important role. Anyone who has run out of paper clips also has a problem, but this will generally not affect them as much as the lack of an important raw material for their production.
lead data from the pre-sales phase
The pre-sales phase is primarily about finding and approaching potential customers, i.e. leads, and determining their needs. In this phase, the first information for the sale is determined and collected. This includes data such as company name, address, position in the company, classification in the buying center and requirements .
However, a good CRM collects a lot more data that at first glance seems to have little to do with marketing, such as click behavior, downloading white papers or pages visited on the company blog . This information can be used as a simple hook for a more targeted approach by sales. Contact is made directly about the lead's problem or need.
Example 1: Georg Baumgartner is the owner of a company that produces tin cans. He notices that his production machine for 5-liter cans is no longer working properly. He then researches the possible cause on the Internet. He downloads a technical data sheet for his machine and browses through various blog posts that describe a similar situation. Based on this behavior, his needs and preferences can be deduced. In this phase, Mr. Baumgartner defines his problem or needs precisely and defines possible solutions. Based on the interest in a production machine for 5-liter cans, the sales department of a manufacturer of this machine will certainly try to persuade Mr. Baumgartner to buy a new machine.
What information do companies typically use in the sales phases?
B2B - that sounds like cool thinking and rational decisions based on sober data. More precisely, lead and customer data within the sales funnel. Put simply, B2B is nothing more than solving a company's problem through the offer of another company. At first glance, this sentence sounds rational, factual and sober - as befits this type of relationship, right?
Anyone who thinks like that (superficially) fails costa rica whatsapp data to recognize one thing: a problem inherently involves feelings. Anyone who has a problem is affected emotionally. Sometimes more, sometimes less - the type and extent of the problem play an important role. Anyone who has run out of paper clips also has a problem, but this will generally not affect them as much as the lack of an important raw material for their production.
lead data from the pre-sales phase
The pre-sales phase is primarily about finding and approaching potential customers, i.e. leads, and determining their needs. In this phase, the first information for the sale is determined and collected. This includes data such as company name, address, position in the company, classification in the buying center and requirements .
However, a good CRM collects a lot more data that at first glance seems to have little to do with marketing, such as click behavior, downloading white papers or pages visited on the company blog . This information can be used as a simple hook for a more targeted approach by sales. Contact is made directly about the lead's problem or need.
Example 1: Georg Baumgartner is the owner of a company that produces tin cans. He notices that his production machine for 5-liter cans is no longer working properly. He then researches the possible cause on the Internet. He downloads a technical data sheet for his machine and browses through various blog posts that describe a similar situation. Based on this behavior, his needs and preferences can be deduced. In this phase, Mr. Baumgartner defines his problem or needs precisely and defines possible solutions. Based on the interest in a production machine for 5-liter cans, the sales department of a manufacturer of this machine will certainly try to persuade Mr. Baumgartner to buy a new machine.