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I just finished reading a book by Jia Jiang called Rejection Proof, How I beat fear and became invincible through 100 days of rejection. The basic premise was that Jia would put himself in situations where he would get rejected and then discuss what he learned. He did crazy things like borrowing $100 from a stranger or asking the Southwest Airlines flight attendant if he could make the announcements. Each time he got rejected, he learned something and shared his knowledge.

Misalignment between the buyer’s and sellers’ processes is a major issue for today’s sales professionals. Life has changed for both buyers and sellers due to COVID-19. Many organizations added several steps around the financial impact of a strategic buying decision. In addition, buyers have taken into consideration more risk mitigation steps and inserted a lot more time for due diligence. As a result, buyers are simply more careful and more apprehensive when it comes to making strategic buying decisions.

Your sales professionals continue to build their pipeline by following up on company-generated leads and contacting existing customers. However, they become frustrated by the limited access they have to decision-makers. Each day begins with a call list of potential prospects (targets) received from corporate marketing. With each call, they carefully enter the date, time, person they tried to contact, and the call’s outcome into the corporate SFA system. Too often, the sales professional gets a voice-activated system and/or voicemail. There are times when an administrative assistant will screen the calls.

Let’s say you are the world’s greatest sales professional – so good in fact, your company feels that you are the right person to expand the organization’s market share outside the USA, starting in France. This is all great until you arrive in Paris and discover that the language gap will be a bigger problem than anticipated.

Building a value-based ROI presentation doesn’t have to be hard. Follow these easy steps and you’ll soon have a presentation that sales reps can consistently use to present the quantitative value of your solution in an engaging, collaborative way.

What is the future of business-to-business selling? Even before the events of 2020 shredded business models and projections, too many companies had overpromised and underdelivered across industries, including communications, healthcare, information technology, and financial services. Buyers have been rocked by the combination of uncertainty, government regulation, a struggling economy, and limited resources.