Sales: Business to Business (B2B)

The two value-added strategies - product plus and customer specific solutions

The growing trend towards Product Plus strategies demands branding skills, a culture of innovation and deep customer insights. Sales people need a thorough knowledge of your particular supply chain and key financial parameters to correctly leverage your company’s added value into a ‘must-have’ mindset from your customers.

Customer Specific Solutions are usually project based in B2B and require high levels of trust in order to build the necessary close relationships with individual customers. The sale of services, starting from straight-forward warranty programmes to full support activities, even sometimes for competitive products, forms a highly profitable part of these customized activities.

Shifting the conversation from selling products to solving business issues:
In today’s world, if you can provide the best solution and solve the most pressing business issues, the sales in terms of units and Euros will follow.

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