As dramatic advancements in available research tools continue to evolve, the ability to perfect the complex sale has also undergone changes. B2B organizations have been presented with a range of research and discovery tools accessible to both buyers and vendors that were simply not available 10, and maybe, even 5 years ago. With that said, the ability to coordinate and take advantage of complex selling tools establishes a solid foundation for successful sales development.
When it comes to cultivating the B2B complex sale, there are a variety of significant factors that the sales team must focus their efforts on:
1. Leads are the primary foundation of the B2B complex selling cycle. Unfortunately, leads are often given to the sales team at an inopportune time, when they are not entirely ready to become customers. In fact, 73% of B2B leads are not sales-ready, according to Marketing Sherpa