With B2B sales getting more challenging than ever before, one needs to polish their B2B sales pitch to perfection every once in while in accordance to the changing trends and rising competition.
Corporate Vision Inc. a company that thrives on marketing and sales positioning, messaging and skills training to deliver conversations that win, has recently published a survey on B2B sales pitch effectiveness.
The survey was driven by more than 450 B2B marketers and sales people, who were unable to deliver sales pitches that stand out from their competition. The survey discovered;
- About 41.5% of company sales reps commence their pitches by introducing an ‘unconsidered need’ of the prospect and then move on to their initially identified needs. This was perceived to work and differentiate them from their competition. Having discovered this, it comes as a surprise that only 13.8% of company’s sales reps actually apply this in practical.
- 47.7% of marketers and sales professionals surveyed sensed their pitches are not focused on the right messages, thereby positioning their product/service faultily.
- 17.6% of surveyed professionals believe that their sales pitches are profoundly different from their competition.
The numbers only goes to show the alarming difference that exists from what marketers and sales people believe is the most effective pitch approach in contrast to what they actually do. It explains how strenuous it can be to have a compelling sales pitch that can stand out of the crowd.
Tim Riesterer, chief strategy and marketing officer for Corporate Visions sharing his view on the report commented;
More than 86 percent of companies create pitches that are different than what the largest percentage believe are the most effective. It’s a bit alarming to be aware of a better strategy – but not to use it. We’ve found through our own scientific research that introducing an ‘unconsidered need’ first in a sales conversation increases messaging effectiveness and has a positive impact on attitude and choice. Both marketers and salespeople must take this approach to content and conversations if they want to successfully stand out with prospects and customers and increase their sales pipelines
To view the detailed infographic on the same, refer to the link below-
http://corporatevisions.com/resource/salespresentations-infographic-q22015/
