B2B sales success is not a sprint, it’s a long marathon, that starts with company existence and never ends, unless, of course, the company fails. B2B success needs a lot of factors to succeed, but the most important factors, in my opinion, are 3 factors:
- The first factor is finding the gap in the market and achieving product-market fit. Provide the value that fulfills this gap. You may be similar to someone else, but you can’t be an exact copy; there must be differentiation in your offering.
- The second factor is your reputation, your brand, or what people say about you when you are not in the room. Are you the company that provides the full service as promised, no matter what? Do you go the “extra mile” for your clients? Are clients confident that their interests are in honest and capable hands?
- The third factor is to be one-step ahead. Don’t confuse this with going the extra mile for your client. “One step ahead” means to keep improving, keep innovating, and keep enhancing your offerings to stay ahead of the competition.