Deal Reviews

The B2B buying process has changed

The B2B buying process has changed. The most fundamental shift accelerated by the growth of subscription products is the rise of the LOB “business” buyers. These are your executives and mid-level managers in functions like engineering, marketing, sales, etc., who are looking to buy a new product for themselves/their teams.

Business buyers who care deeply about the problem are actual users of the product, which is why they care deeply about the problem they’re trying to solve and are committed to finding the ‘right solution’- much of these contracts with the previous versions of B2B buyers and purchasing functions. This breed of buyers is also far more open to being educated as they go through their buying process.

This paradigm shift presents B2B revenue teams with unique challenges and opportunities.

Buying processes are far more dynamic than before, building themselves along as the evaluation goes. Modern buyers believe in bringing along peers and potential stakeholders( these could be folks from finance, IT, legal, and infosec teams) to address the pain point they plan on alleviating through the procurement process and policies.

What does this mean for your sales front?
Closing a sale can be incredibly hard – especially if you don’t know whom you’re selling to on the other side of the alley. This skewed time with buyers, coupled with shifting B2B paradigms, makes it harder for your seller to enable their primary buyer, drive alignment in the process and bring consensus among conflicting stakeholders.

Many pioneering revenue leaders have already infused their responses to this change into day-to-day workflows of how their teams work to close deals and make their customers successful.

Customer-collaborative Mutual Success Plans powered by BuyerAssist are at the heart of this strategy for our customers. It enables them to drive systematic behavior change regarding how their teams engage with business buyers and manage opportunities in this modern construct. This touches multiple core workflows like discovery, pilots, stakeholder management, etc., on one side and internal processes like deal reviews, swarming, forecasting, etc.

In this eBook, we are discussing how to turn your approach to Deal Reviews 10x better than what it is today by leveraging the power of Mutual Success Plans. With this approach, you can make deal reviews significantly more efficient –proactively identify deal risks, avoid being blindsided, and collaborate asynchronously, so that meeting times are far more effective. This also drives a high degree of effectiveness in predictable, scalable deal execution, especially in a team selling context.

If this is what your Deal Review looks like today….

As a sales leader, does your 1:1 with your team start like this:

What’s your forecast?
What deals are you working on?
Why is there no new activity on this deal for the last four days?

If you are doing this, you’ve fallen into the trap of ineffective deal reviews that only focus on getting the ‘commit’ number to the top.

Deal reviews are the most critical tool for doing two things:

Ensuring there is a winning strategy for forecasted deals
Developing and coaching your frontline team to be more effective in navigating a deal.

More often than not, managers like you don’t have the time to perform effective deal reviews that lead to deal slips, missed numbers, and AE turnover. How can you be more effective with deal reviews? This eBook will explain how Mutual Success Plans will help your frontline sales management team perform effective deal reviews.

Identifying, aligning, and influencing the buyers involved in the buying decision is a prerequisite to any successful sale. Effective deal reviews need your AE to answer three questions about their deals.

Why will they buy?

Has your salesperson connected the value of your product to customer's buisness outcomes? Have the champion and the buying committee verified this? Why will they not buy?

Has your salesperson connected the value of your product to customer's buisness outcomes? Have the champion and the buying committee verified this? Why will they not buy?

How will they buy?

Has your salesperson identified the buyers' buying process? How well does the next step align with that?

Has your salesperson identified the buyers' buying process? How well does the next step align with that?

Who will buy it?

Unite GTM teams with a single customer view to enable better collaboration, and drive more revenue.
Do you know the buying team including the 'hidden buyers'? Why do they care? How many buyers have the salesperson validated the need and buying process?

Do you know the buying team including the 'hidden buyers'? Why do they care? How many buyers have the salesperson validated the need and buying process?