3 ms·
I do this for a living for other companies (no I do not want your business) but the most overlooked aspect of B2B selling is patience. Your prospect has many s
by goatherders 7y ago
I do this for a living for other companies (no I do not want your business) but the most overlooked aspect of B2B selling is patience. Your prospect has many suitors vying for their attention, many bosses that must sign off an the sale, and a legal department and IT department that all want to feel included. Measure your pipeline/sales by quarter, not month. Patience. Patience. Patience. Build rapport, be useful and valuable. Be prepared to do this for a long time.
That's how it works.
- thrav 7y agoDepending on how big they’re talking, year long cycles are not uncommon.
- goatherders 7y agoAbsolutely.
- sk5t 7y ago12 months from first contact to first dollar--nevermind first dollar above recouping costs--seems a deliriously optimistic goal in certain industries.
- tappio 7y agoIt has been roughly 2 years for us to get first dollar with corporations, and will probably take 3 more to recoup the costs. The good thing is that once you get in, it is pretty hard for competitors to get you out. They really need to have a superior value prop.