The COVID-19 pandemic rocked the world of B2B sales. Companies had to scramble to shift to digital, and buying the right technology was a race against the clock. In the aftermath, companies are slowing down and reassessing their purchasing process. How can vendors score new sales in this environment? 

Josh Bilow has been in B2B sales for decades. He is disrupting the status quo by asking clients to look any the big picture from a new angle. 

Key takeaways: 

• During COVID-19, companies were pouring money into new software solutions, but they were not the right solutions for the desired outcomes. Now sales professionals and companies are asking, "What's the desired outcome, and can this technology achieve it?"

• To be effective in B2B sales today, you must understand the product, the buyer's goals, and the industry environment as a whole. This guides your conversations with buyers so you can impact their thinking.   
• Sales is like coaching. A good B2B sales professional can coach a buyer through the process of outlining outcome goals and company culture to determine the best product fit.   
• Companies want to try before they buy. Demos, trials, and hands-on experiences are key to assuaging concerns about new products.   
• The fears about the economy are creating instability for employees. Employees worried about looming workforce cuts are extra cautious in making buying decisions because they know a wrong choice could affect their future employment.   
• Josh feels like his real job has been raising three kids. That's where he feels he's making the greatest impact.  

Quote of the show (14:33): "Holistic approach is actually very, very relevant here because it's dealing with people that are unsure of their jobs. It's dealing with companies that are unsure of their future that you're selling to, and they can be fired at any moment. They don't wanna misstep. So if they're not believing in what you sell, and they're not kind of, you're not advising them and understanding that impact, like I said before, impact, right? You're not making an impact on them. They're not gonna buy anything from you."

LinkedIn: https://www.linkedin.com/in/joshbilow/ 

Company: https://www.redpointglobal.com/  

Ways to Tune In: 

Amazon Music - https://music.amazon.com/podcasts/eccda84d-4d5b-4c52-ba54-7fd8af3cbe87/disruption-interruption 

Apple Podcast - https://podcasts.apple.com/us/podcast/disruption-interruption/id1581985755 

Spotify - https://open.spotify.com/show/6yGSwcSp8J354awJkCmJlD 

  

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