Our roundtable event with CloudShare and Sales Hacker was truly one for the books.
With hundreds of participants registered, our five brilliant panelists discussed some of the most pressing issues currently facing B2B sales.
We know that customers have shorter attention spans and are used to trying products out before buying them. But whereas B2C has responded to these shifts in the market by focusing on product-led and personalized selling experiences, B2B sales experiences are lagging behind.
If you want to check out highlights, we gathered a few of our favorite tidbits from the roundtable below:
What does it mean to deliver customer-centric sales experiences?
Adir Ben-Yehuda, VP of Sales & Founding Member at Walnut, explains the importance of prospects being able to engage with the product early on in the sales process and for sellers to learn the specific needs of the buyer and talk to those points.
“The reality is that when buyers are coming, they did research before, they know exactly what they want… They don’t care about your entire product. They are coming to you with one problem or two problems that they want to resolve and then they move on.”
How can hands-on experience with the product win over prospects?
Ido Niv-Ron, CRO at CloudShare, explains how buyers' expectations have shifted to demanding more hands-on, engaging, personalized, and interactive sales experiences.
“Now there’s the ability to deliver hands-on experiences. So I can show you and let you feel and touch the product, interact with it, while I’m walking you through that sales pitch. And I think that’s what the expectations of buyers have shifted to over this time.”
How can you capture the buyers’ attention and earn their time?
Brian Cotter, SVP of Global Sales Engineering at Seismic, explains the importance of building trust in order to earn your prospect's time.
“If you think about sports or music or theater... if you can capture someone’s attention in the beginning then they are more apt to actually spend time with you.”
How can you leverage offline experiences to personalize the B2B customer journey?
Kris Rudeegraap, CEO at Sendoso, discusses the need for customer-facing teams to personalize the sales journey through offline experiences.
“Ultimately, people buy from people. So how do you be personable, be human, be quirky, have fun with it?”
How can you shorten the path from data to engagement in B2B sales?
Lou Wolf, VP of Sales at ZoomInfo, talks about the ways to get more of your website traffic to interact and fill out forms.
“Enrich all of your data sets. Combine them all together. And if you do that, now you have that total story in your CRM and your marketing automation system. And now we go out and draw up: what does that personalized story look like?”
If you’re looking for a way to make your selling experience more customer-centric, we’d love to help. At Walnut, we're giving sales teams the opportunity to provide interactive and personalized product experiences that answers the prospects' exact needs from the outset.