When doing B2B sales I think it is important to remember that it is not just you that has to succeed in the close but all the other stakeholders that have a vested interest in the outcome need to be winning too.  So generally, there needs to be four winners in any sales to be truly successful.  These stakeholders include:

• Your client (the company)
• Your contact (the person at the company)
• Your employer
• You

So lets dive into this a bit and discuss why this is important.

Your Client (the company you are selling to):

Obviously this is the most important stakeholder that needs to see a win.  You are providing your client with a solution that is going to help them do 1 or more of these 4 things – save money, grow revenues, mitigate a risk and drive an efficiency.  

Your Contact (your main contact at your Client):

When someone in a company is championing your product, you need to ensure the implementation and use of your product goes well as it impacts their performance and internal success.  Bonuses, promotions could all be dependent on this.  If you make them look good by executing well, they will look good in front of their boss.

Your Employer:

Your employer is paying you to win business and as you do that then revenue flows, profits are generated and growth occurs.  

You:

Your success is sales is based on your ability to close.  As you close new business or renew current business, you are proving that you are worth the investment your employer is making.  You are also tied to some form of sales success fee so as you close more your monetary take home grows.

Good luck with your sales efforts and meetings.  Happy Hunting!

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