6 Fatal B2B Sales Mistakes You Must Avoid

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Say yes to face-to-face meetings with the power players.

Marc Wayshak

GUEST WRITER

Sales Strategist and Author

B2B sales can be incredibly rewarding and lucrative -- if you know what you’re doing. Unfortunately, most salespeople in this field make the same few mistakes again and again. When everyone around you is making the same missteps and blunders with B2B selling, it can be extremely difficult to know how to fix your approach.

If you’re looking to overhaul your strategy for B2B sales so you can start to crush your competition, it’s time to start actively avoiding the most common B2B sales mistakes out there today. Here are the six fatal B2B sales mistakes you’re probably making:

1. Selling to low-level buyers.

It may be easier to get in front of buyers and purchasing managers than C-suite prospects, since you never have to deal with a gatekeeper in order to reach them. But those low-level buyers don’t have the power -- or the budget -- to tell you “yes.” In fact, they’re only really good at telling salespeople “no.” You won’t make money selling to low-level buyers in B2B sales, so make a commitment to seek out high-level decision makers who can actually say “yes” to what you have to offer their businesses.

2. Highlighting your product’s features and benefits.

There was a time when prospects cared about the features and benefits of your product. But they simply don’t anymore. Prospects today only care about the results and outcomes you can create in their world. More specifically, they want to know how you can solve their key challenges and deepest frustrations. Instead of highlighting your product’s features and benefits when selling to businesses, focus on specific outcomes your product or service can help your prospects achieve.

3. Giving proposals with only one option.

One of the biggest mistakes salespeople make in B2B sales is putting together single-option proposals. There are two major problems with these proposals. First, they don’t provide any context, which compels prospects to shop around to determine the value of your solution. Second, customers who really want to invest in a premium option will be limited to a lower-tier solution. Instead, provide a three-option proposal -- ranging from the lowest end option that will still solve their problem to a higher end option with the most value -- to boost your average sale size and the number of deals you close.

4. Relying solely on the phone and internet.

There’s been a big movement in B2B sales towards selling online and on the phone. In some cases, this can be efficient and helpful, but if you’re selling an expensive, high-end product or service that requires a serious investment, you simply can’t skip out on meeting face to face. Hop on a plane if that’s what it takes to sit across from a valuable prospect. You’ll increase your close rate many times over, and being able to close big deals at huge companies is well worth the cost of travel.

5. Failing to clarify your value proposition.

Every time a B2B prospect asks what exactly it is that you do, you should have a quick and rehearsed response that succinctly describes the value you create. Clarify, script out, and memorize your value proposition. This is the only part of your sales presentation you have to memorize, so there’s really no excuse for hazy, rambling answers to this question.

6. Rushing to offer deals and discounts.

Low prices only attract bad prospects in B2B sales. Your ideal customer cares about value, not price, so quit offering deals and discounts. It only lowers your value in the eyes of your prospects. Instead, focus on the value you create, and be proud to offer the premium solution on the market. This attitude will attract the type of customer who values you for years to come.

Which of these mistakes have you been making in B2B sales? How will you correct your mistakes and start crushing your sales goals? Check out this free Ultimate 3-Step Prospecting Call Template for more powerful sales advice.

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Your 8-Step Guide to Make the Ultimate First Impression

I waited to deliver this post until we were in a season when people could benefit most. This is a time of year when people attend holiday parties and other functions and meet many new people. I thought it would be ideal to provide your 8-step guide to make the ultimate first impression.

I promised myself I’d skip all the obvious tips such as being on time, proper grooming, speaking clearly and so forth. If you’re taking the time to read this, I owe you my experience.

That experience comes from nearly three decades of consulting. I’ve spent the last decade speaking with or meeting an average of 3,500-4,000 new people every year!

We’re talkin’ actual human interaction—the kind that existed before the invention of email, the Internet, and social media. You simply can’t use the delete key or de-friend button if you want to stop the pain.

Do you remember when the only time you could halt rude people was to cry Mommy, make it stop or risk offending them directly to their faces or ears? Of course you don’t.

Believe me. That time once existed.

Today, the most successful and happy people still engage interpersonal communication techniques that existed once upon a forgotten era.

What should you do when the time arises?

Observe

Your first impression starts with your body language. Oftentimes, this occurs before you’re aware you’re making an impression! Someone might notice you from afar. Your body language, overall posture, and demeanor send a message that echoes like you yelled it in a canyon. Be aware of your surroundings.

Smile

Do you realize even though the corners of your mouth need to rise, smiling takes less energy than frowning? People respond to this because you appear warm, welcoming, and nonjudgmental. They want to share themselves with you and learn about you. If you smile (sincerely), you’ll increase your chance of making a positive impression by more than 90%. Take the odds. There, of course, will be an extremely small percentage of cynical people you won’t be able to connect with. No loss. You don’t need them in your life no matter who they are or what (you think) they offer.

Stand

If you’re smiling and can’t get off your rump (those with ailments and elderly ladies aside), you’ve completely erased the benefit of your smile. You’ve just “said,” you’re not worth it for me to rise. Ouch. Standing also allows you to open up your body language to a more inviting posture.

Shake

Shake hands firmly, which means no dead-fish handshake. Squeezing implies engagement. Dead fishing…not so much. I don’t care whether it’s a man, woman, child, or dog, give them a good shake. I don’t care if you’re in the middle of your $58 filet mignon; make sure you’re standing when you do it. If you’re wearing a hat, cap, bandana, headband or whatever else people wear on their heads these days, take it off. It’s a polished move and shows you’re respectful and cool.

Introduce

Introduce yourself with a smile on your face and simultaneously look them in the eyes as you give their palm a good squeeze.

Repeat

Repeat his or her name so you hear it for yourself. This will help you remember it and also give them a chance to correct you if you heard them incorrectly. A simple, “Hi John. Nice to meet you,” will do the trick. Then, use his or her name optimally. I said optimally. Don’t overuse it. That’s annoying. Don’t underuse it. You risk forgetting it. Why else repeat? The sound of one’s own name is one of the most pleasing sounds anyone hears. It just is.

Ask

This is one of the most important steps. It’s what truly endears you to people. Withhold simply asking people what they “do.” It’s lazy. They also have no idea why you want to know.

Did you know that whenever you request something—anything—you increase your chances of getting a “Yes” by more than 50% whenever you share your “because?” That statistic holds true even when your “because” is flimsy.

I prefer one of two alternatives that can be used in virtually any setting.

The first alternative is to ask them what they love. Try something such as, “John, what is it you love to do?” You can tack on some multiple choices—hobbies, play, work and so forth. Rarely will their passions coincide with what they do for a living. (Sad, I know. But, there’s no reason to risk it.) Get them talking about what they love! People light up when they speak about something they love. You just ensured they would be speaking about something positive as opposed to running the risk of asking them about jobs they loathe.

The second alternative is the one I truly love. It’s a two piece-r. Show them you’re a giver. (You need to mean it sincerely or they’ll smell the deceit.) Try something such as, “Jane, what do you do for work or with most of your time?” The reason I ask is because I’m a [insert whatever you do]. I’m always interested in ways I can help people.”

The reason the “most of your time” is required is because you have no clue whether they are working, volunteering, staying at home to manage the children, and so on. Give them appropriate segues. You’ll think of me the first time you use this technique and receive an unexpected response. Email me when it happens. 

Listen

Then shut up and let them talk.

I always love to hear from you: What are your best first-impression tips?

By Andrew LaCivita

What is human capital management?

According to Gartner, the human capital management definition refers to a set of practices related to people resource management. These practices deliver core competencies to the organization, including talent acquisition, workforce management, and workforce optimization. The most successful organizations maximize value by utilizing human capital management (HCM) software to unify these competencies into a single platform. Learn what is human capital management and how HCM can help your company find, train, and retain valuable employees.

THE FUNCTIONS OF HCM

For a more detailed HCM definition, let’s examine the list of functions that impact an organization’s people resources. Leading organizations implement HCM solutions that effectively manage people-related functions including:

• Core HR Administration—personnel, benefits, payroll, rules/compliance, and employee self-service.
• Strategic support to optimize employees—workforce planning, talent and performance management, training, recruitment, onboarding, time and expense, workforce analytics, and workflow.

WHY HCM IS IMPORTANT

About three-quarters of respondents in a recent survey said that HCM is important or very important. In today’s dynamic workplace, organizations must act proactively to find and keep the best talent, increase productivity, and engage employees. Some of the workplace trends that make HCM a crucial tool for organizations to stay competitive include:

• Changing demographics and work styles.
• Flexible work arrangements including contractors and remote workers.
• Complex and ever-changing compliance requirements.
• Increasing reliance on HR data and workforce trend analysis.
• Importance of brand and company culture to effectively attract and retain talent.

THREE WAYS TO ENHANCE HUMAN CAPITAL MANAGEMENT

The most successful firms are adopting HCM strategies to maximize efficiency, simplify recruiting, and embolden the management and development of employees. Here are three best practices you can use to increase competitiveness and maximize your human capital:
1. Acquire the best talent.
Nearly 75% of employers struggle to fill positions with the right candidates. It’s crucial for businesses to focus on improving talent acquisition practices. HR professionals and recruiters increasingly use artificial intelligence (AI) to automate routine recruiting tasks, freeing up more time to focus on strategic needs and improving the candidate experience. AI provides support to quickly match applicants to keywords, communicate with job candidates, and even schedule interviews. Recruiters use chatbots to help recruit talent faster and eliminate communication gaps. Additionally, the most successful businesses are improving onboarding programs so that recruited talent gets up to speed quickly and feels connected to company culture.
2. Effectively manage talent.
To ensure job satisfaction, engagement, and productivity levels are high, HR professionals must provide an excellent employee experience. More HR managers are using AI-driven HCM solutions to increase efficiency as well as embolden employees to access what they need when they need it. HR’s goal must be to focus on employee happiness—a combination of meeting workforce needs and giving employees the tools they need to work smarter. Be sure to provide user-driven, automated solutions that simplify time and attendance, payroll, performance management, and rewards and recognition programs.
3. Optimize talent.
According to the UK’s CIPD, human capital is the “collective capability, knowledge, and skills of the people employed by an organization.” That’s why leading organizations don’t stop at just hiring and managing talent. To retain employees and maximize this valuable resource, businesses must make investments in career planning, training and development, and succession planning. Use integrated HCM solutions to identify skill gaps in your workforce, offer training recommendations to enhance job performance, and forecast future hiring needs.

ELEVATE HOW WORK GETS DONE

Improving your human capital management strategy paves the way toward a smart office, enabling your business to win the war for talent, space, time, and capital assets.

What is smart office?

According to recent research, the global smart office market will reach nearly 50 billion dollars by 2024. But what is smart office? A smart office is a workplace where technology enables people to work faster and more effectively. Fortunately, there are many smart office design layouts and smart office products that businesses can implement to make an immediate positive impact on productivity. Organizations design smart offices by integrating advanced technologies including smart devices and sensors to simplify operational processes and minimize costs. Learn about the smart office and how your firm can benefit from smart office software.

SEVEN QUALITIES OF A SMART OFFICE

Leading consulting firm Deloitte describes smart buildings as “digitally connected structures that combine optimized building and operational automation with intelligent space management to enhance user experience, increase productivity, reduce costs, and mitigate physical and cybersecurity risks.” The most successful businesses are using network-enabled IoT devices, cloud storage, sensors, and biometric identification to create flexible workplaces that boost productivity, increase employee well-being, reduce energy consumption, and enhance security. Here are seven ways a smart office can positively impact your business.

1. SIMPLIFY ROUTINE TASKS

Smart office software provides employees with the information they need to perform tasks faster. Whether it’s quick access to enter timecard information, workflow for process automation, or data support for decision making, smart office software gives employees the tools needed to elevate the way work gets done. A smart office is able to process, monitor, and manage data within the building to identify patterns and develop strategic plans that improve operations.

2. IMPROVE EMPLOYEE AND OFFICE SCHEDULING

Smart office software makes it easier to track and manage schedules using reports, smart devices, and automated systems. Make room or desk reservations and request other needed services quickly and easily. Using smart office products, employees get visibility into coworkers’ schedules to ensure key personnel are available to attend important meetings.

3. MINIMIZE COSTS

Connecting smart office products like sensors to building management or automation systems enable firms to control energy consumption costs. In a smart office, businesses gain visibility into levels of occupancy and the environment to make real-time lighting and temperature adjustments and optimize office space.

4. ENHANCE COMMUNICATION

With today’s distributed workforce, smart office products make it easier for employees to connect and communicate from any location. This allows team members to collaborate in real-time and speed decision making.

5. IMPROVE EMPLOYEE WELLBEING

Smart office products enable your business to monitor environmental factors that affect employee health and comfort. Leading organizations are using this data to make the working environment a healthy and happy place for employees to boost productivity, wellbeing, and loyalty.

6. ENHANCE SECURITY

Using identification trackers, biometric authentication tools, and facial recognition technology enables your business to confirm the right employees are present when they clock in and out. This information helps ensure your employees are safe at work and also prevents time fraud.

7. ATTRACT AND RETAIN THE BEST TALENT

According to a recent study, 90% of respondents saw a business reason for working in a smart office and 87% would require smart office technology in their next move. With smarter office space design and utilization, companies can improve employee experience, support flexible work arrangements, and attract and retain the best talent.

PROVIDE A SMART OFFICE FOR YOUR WORKFORCE

Take steps now to leverage smart office products to positively impact productivity, employee wellness, and your bottom line.

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