What is B2B sales time travel?
We’ll look at it in the context of time to decision, not close, but the buyer’s timeline, decision.
In any given market, you have people who are actively in the midst of a decision, call them buyers.
Another group that we’ll call prospects know a purchase decision will need to be made, say around buying new production equipment. The equipment is not needed until next year; their interest and engagement are casual.
And then there the last group, those who could care less we exist, the Suspects.
In B2B Sales you need to time travel forward and assess where your prospect is at and adjust your approach accordingly
Based on their time to decision (commitment), they will each be exploring and validating different elements of their journeys.
Trouble arises for salespeople when, encouraged by their sales manager, they talk to all these people as though they are a Buyer.
There is a potential buyer in all of them. And you need to talk to common interest, use language they can understand and give the understanding that they’re going to expand and flourish in the future when they purchase your product or service.
To read an excellent article on this from Tibor Shanto click the link below
Sales and Time Travel