Selling B2B Products is Harder than ever Before: Why?

Salespeople fear rejection -- They are not comfortable starting new relationships.   

Business is not organized to sell --  These businesses let the salespeople control their sales.

Sales management putting out fires -- They do not have time to manage sales improvement.

Business is off --  Many businesses are selling less and less, because of the recession.  Is the problem really the recession?

Fewer customers -- Many businesses have not survived the recession and no longer exist.   . 

Fewer salespeople -- .Salespeople were laid off when your business sales volume did not support them.

No organized follow-up -- Salespeople do not follow up prospects they meet at trade shows, and network meetings.

Existing Customers -- They search for better deals and buy from someone else when they find one.

Competition --  Competition has the same problem and is aggressively trying to steal your customers. 

Inflation is rising --  Buyers expand their search for better prices to maintain the existing price point of their products.

Profit margins -- To sell your customer you have to cut the price to match competition.

New customers -- Your company has no organized program to sell new customers.

Salesmanship -- Sales training does not help, because buying patterns have changed.

Internet -- Salesmanship is less important as many decisions are made from information gathered from websites. 

Salespeople -- Less business has your salespeople discouraged.  Selling is harder and they are making less money.

Prospects -- Won't answer the phone, phone you back or answer your e-mails. 

Less time -- Companies have downsized and their employees are doing more work, thus have less time for salespeople.

We can find an infinite list of reasons that prevent us from reaching our sales goals.  We can categorize them as excuses.  None of them are meaningful when correct planning, organization and hard work are applied to the sales process.  There is still business, a lot of business, out there, and well organized salespeople and their employers can and will take advantage of it.   SalesAutomation.com will demonstrate how to overcome the challenges of doing business in this environment.