B2B (Business to Business) sales approach

What is your product

   First understand your product in and out. There are many sale professionals think that they can sell anything. It is more than that. what problem your product solves? What is the value add?

Value proposition

  There are two types of products first in the market and improved .
  Is your product first in the market? If it is whats the value add? Usually early market adapters a bit hesitant. You will have to plan for trial phase.

  If you improved something already existing, then you need to be clear on what's the value add? Does that save cost? Reduces complexity? Improved performance?

Customer pain points

  Hard to see what pain points you are solving when you are coming up with a product. This depends on what is the execution times are . For quick turn around products customer pain points can be easily identified and fixed. If it is longer product cycle, customer and seller can find a middle ground.

Stay in front of customers

  Even if particular business not customer yet, it is important to stay in touch with customer. Asking for opinion on what's changing with your product.

Have market research handy
  Do market research on you product. Check what blogs say or analysts talking about your product and company.

Keep eye on competition

Generate ideas on creative ways of using your product.

Execute your action plan

Look ahead of curve

Have a story

Have a multi fanged plan

Def fence strategy

Offence strategy

Model your sales strategy

Think through and analyze your strategy

Learn how to use data and market trends to see how your product can be fit to the market.