The Sales Challenge

Winning complex B2B (business to business) sales has become more complicated and tougher than ever before.

Customers appear to have hijacked key aspects of the sales process – circumventing suppliers by doing their own research online, identifying potential sales solutions and reaching out to shortlisted selling organisations on their own terms.

The Covid-19 pandemic effectively pushed sellers out of their traditional face-to-face environment and onto screens – Microsoft Teams, Zoom – where sales effectiveness is significantly diminished with the loss of “the human touch”

Plus, prospects are demanding more flexible ways to purchase products and services.

So, should we just forget about selling and divert our resources to the Marketing Department?

Selling Remains Vital

Whilst it is clear that things have changed it should be equally clear that selling has always been changing. In living memory of many senior salespeople there were no mobile phones, no CRM systems, no tablets or computers.

But those guys didn’t wait around waiting for the technology to land. They got on with it and eked out their own competitive advantages to become the most successful people in their profession.

Quantum brings insight and experience gained from over 3o years of selling and multiple worldwide engagements with customers seeking to up their game in a highly competitive, ever-evolving marketplace. Leveraging the latest research and sales techniques we work with sales organisations to build the core strengths in sales techniques and sales management training urgently needed in today’s customer-focused environments:

• • • A fully encompassing, holistic view of the most effective customer-management strategy
    • Greater transparency and predictability for smoother business operation
    • Alignment with your company’s strategic objectives