{"id":55283,"date":"2022-06-21T11:53:04","date_gmt":"2022-06-21T17:53:04","guid":{"rendered":"https:\/\/www.vendavo.com\/?p=55283"},"modified":"2024-07-26T12:50:44","modified_gmt":"2024-07-26T18:50:44","slug":"digitize-b2b-negotiations-to-safeguard-sales-and-support-customer-success","status":"publish","type":"post","link":"https:\/\/www.vendavo.com\/selling\/digitize-b2b-negotiations-to-safeguard-sales-and-support-customer-success\/","title":{"rendered":"Digitize B2B Negotiations to Safeguard Sales and Support Customer Success"},"content":{"rendered":"\n

The last few years have ushered in a new era of digital transformation<\/a>. We\u2019ve witnessed a fundamental shift in B2B buying and selling behaviors and expectations. Today\u2019s omnichannel buyers require you to have an aligned sales approach throughout the entire buying journey<\/a>, especially when it comes to commercial terms. To avoid lengthening the deal cycle, mitigate associated risks, safeguard sales, and support customer success, you must prioritize digital negotiation.<\/p>\n\n\n\n

I started my career in engineering, but I\u2019ve spent most of the last 20 years on and around selling teams. I\u2019ve had the great privilege of working with and learning from some fantastic sales leaders, as the engineer in me tries to figure out the secret sauce to sales success.  One of the most important lessons I\u2019ve learned from my sales counterparts is that you can only control what you can control<\/em>.  One major quality of successful salespeople is that undefinable charisma that certain sellers have, but that\u2019s not exactly controllable. On the other hand, when it comes to the things you can control<\/em>, the best sales leaders do three things right every time:<\/p>\n\n\n\n

<\/span>1. Follow the Process<\/strong><\/span><\/h4>\n\n\n\n

The best sales leaders drive their team to run through a standardized process unique to their business. These sales leaders push their teams to perform the full set of tasks and touchpoints needed to move customers toward a sale.<\/p>\n\n\n\n

<\/span>2. Maximize Selling Time<\/strong><\/span><\/h4>\n\n\n\n

Successful sales leaders protect their teams time, looking to minimize administrivia & bureaucracy, to maximize customer-facing time in the selling process.<\/p>\n\n\n\n

<\/span>3. Invest in Support and Resources for Sales<\/strong><\/span><\/h4>\n\n\n\n

Lastly, I\u2019ve learned that the most successful sales organizations surround their sellers with support teams, data, and resources that help them drive the process and make the best decisions in their selling motions.<\/p>\n\n\n\n

At Vendavo, we invest a lot of time and effort in the development of technology that maximizes selling time and surrounds sellers with information to make the best decisions.<\/p>\n\n\n\n

At its core, Vendavo commercial process technology for quoting and deal management digitizes the B2B negotiated selling process<\/a> for maximal efficiency for sellers and the decisions that they are making in this process.  Here\u2019s what it looks like when your sales and customer success teams are surrounded with the most powerful selling tools: <\/p>\n\n\n\n