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Digitize B2B Negotiations to Safeguard Sales and Support Customer Success

David Anderson< David Anderson June 21, 2022

The last few years have ushered in a new era of digital transformation. We’ve witnessed a fundamental shift in B2B buying and selling behaviors and expectations. Today’s omnichannel buyers require you to have an aligned sales approach throughout the entire buying journey, especially when it comes to commercial terms. To avoid lengthening the deal cycle, mitigate associated risks, safeguard sales, and support customer success, you must prioritize digital negotiation.

I started my career in engineering, but I’ve spent most of the last 20 years on and around selling teams. I’ve had the great privilege of working with and learning from some fantastic sales leaders, as the engineer in me tries to figure out the secret sauce to sales success.  One of the most important lessons I’ve learned from my sales counterparts is that you can only control what you can control.  One major quality of successful salespeople is that undefinable charisma that certain sellers have, but that’s not exactly controllable. On the other hand, when it comes to the things you can control, the best sales leaders do three things right every time:

1. Follow the Process

The best sales leaders drive their team to run through a standardized process unique to their business. These sales leaders push their teams to perform the full set of tasks and touchpoints needed to move customers toward a sale.

2. Maximize Selling Time

Successful sales leaders protect their teams time, looking to minimize administrivia & bureaucracy, to maximize customer-facing time in the selling process.

3. Invest in Support and Resources for Sales

Lastly, I’ve learned that the most successful sales organizations surround their sellers with support teams, data, and resources that help them drive the process and make the best decisions in their selling motions.

At Vendavo, we invest a lot of time and effort in the development of technology that maximizes selling time and surrounds sellers with information to make the best decisions.

At its core, Vendavo commercial process technology for quoting and deal management digitizes the B2B negotiated selling process for maximal efficiency for sellers and the decisions that they are making in this process.  Here’s what it looks like when your sales and customer success teams are surrounded with the most powerful selling tools: 

  • Seamlessly Build Customer Proposals – Your team can build customer proposals with powerful configuration and guided selling technology
  • Instill Confidence in Pricing Decisions – Sales and customer success can easily manage pricing decisions with maximal information support and optimized price recommendations
  • Master the Art of Economics – Your team will feel more aware of the economics of their decisions and better manage them
  • Manage Complex Approval Processes – Easily understand, manage, and conduct your business’ approval requirements
  • Manage Information – Automatically publish this information to customer-facing documents and to your ERP

B2B organizations know from years of experience that the first quote almost always wins. When you partner with a company like Vendavo, you can provide your customer with an accurate response in minutes, and increase your sales win-rate. But the benefits don’t end there. An efficient, fully digital process that supports an immediate response to customers has many additional benefits including:

  • Increased customer confidence in your organization
  • More control and confidence for your sales leaders
  • Improved CRM data forecasting
  • Improved CRM adoption​ across your organization
  • Internal alignment between marketing, legal, product, and pricing teams with data and process that is up-to-date and in compliance
  • Your entire organization managing this critical information from one central location

If you are a sales leader that is looking to support your selling team with technology that improves efficiency, provides deeper insights, and provides actionable guidance, you should give Vendavo a call.