If you’re in professional services or selling into complex B2B environments, you’re very likely balancing three key responsibilities: solution delivery, client experience, and also cultivating new business. Cultivating new business might be selling into an existing client, or it might be landing a brand-new client for your firm.
In my experience as both a B2B seller and now a consultant, it takes a strategic selling mindset and skillset to succeed. For my definition of strategic selling, watch this short video.
There are four elements I see as critical to earning new business and growing your client base:
Strong business intelligence about the client.
Relationships at the right levels, with consistent access.
The ability to propose ideas and solutions that compel change.
The ability to earn commitments all throughout your sales process.
This blog series will dive into each one in more depth and provide you with some ways to actively build these into your sales activities.
Let’s begin