Whether we are about to tip over into a full-blown recession or not, there’s no escaping the fact that the next 12 months are going to be seriously challenging. Sales is going to be a tough gig, even for the best of us.
Watch on-demand our Selling in a Tough Climate webinar for Flume’s expert guide to the new challenges buyers and sellers face, common sales mistakes and advice on how to overcome them.
In the meantime, what are the challenges that sellers face and what are the new buyer behaviours causing them?
Selling when times are tough is always a challenge. Your clients are likely to be more indecisive. Sales cycles tend to be longer, and your sales velocity slows. It is fiendishly difficult to forecast accurately. However, this is when the top performers really steam ahead – because they know how to create a unique and targeted sales experience. This is what we’ll be drilling down into in our webinar so make sure you sign up.
Selling is becoming more difficult because buyer behaviour is changing in five key areas:
1. Changed priorities
The challenges buyers face today are very different from the more buoyant markets of six months ago. What they needed then is no longer relevant. They have new priorities, and they will only engage with messaging that aligns with those new priorities.
2. Status quo bias
As buyers focus on new priorities, the prospect of change with its associated time, effort and risk becomes less appealing. It’s more tempting than ever before to decide to stick with their ‘good enough’ status quo.
3. Indecisiveness
Buyers are more cautious and risk averse. They may want to change, but they still don’t want to be singled out for making a bad purchase. This fear of buying leads to indecision.
4. Bigger buying committees
Buying committees are getting bigger and more senior. Decisions are under intense scrutiny. There is more scepticism and more chance of blockers and deal disrupters.
5. Streamlining
Right now, most buyers are looking to save money, not spend it. They need to do more with less, so they’re looking to cut suppliers- even long-standing ones like you.
Watch On-Demand as we go through these new buyer behaviours before exploring common sales mistakes and the approach of top performing salespeople.
In this game-changing webinar, Raoul Monks, Founder and CEO of Flume Training, shared:
You’ll take away immediately actionable insights, based on the latest data and insights, to supercharge your pipeline, win rates and 2023 results.
At Flume, we deliver a powerful mix of live action coaching and on-demand content to give sales teams the tools, experience and motivation to sell at the highest level in 2023 – from retaining and growing existing business to building the buyer’s confidence and inspiring those light bulb moments that provoke change.
Want to find out more about buyer-centric sales techniques and how they work at every step of the sales process? View our customer success programmes or get in touch with the team here
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Selling in a tough climate – 5 key takeaways
14th March 2023
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13th February 2023
Selling in a tough climate – the challenges
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Sales 2023 : Three big questions
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5 Steps to Power your 2023 Pipeline
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5 Key recession-busting sales behaviours
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Sales velocity: How to increase average order value in sales
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Sales velocity: Increasing the number of sales opportunities
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28 Sales Acronyms used daily
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Sales velocity: Speeding up the decision-making process
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Sales velocity: How to improve conversion rates
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Sales kick-off meetings: How to use the momentum to power long-term change
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Call AI: The sales coaching technology you need in 2022
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Sales Engagement Summit – Hosted by Raoul
16th December 2021
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3rd December 2021
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11th October 2021
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1st September 2021
Outcome Based Selling
3rd August 2021
Why most sales training doesn’t work and what to do about it
1st July 2021
3 reasons why writing a proper proposal is worth your time
18th March 2021
How to win a sales pitch…
26th February 2021
Sales Professionals: Why you shouldn’t assume you’ve got remote selling nailed
15th January 2021
Is your sales team ready for 2021?
4th January 2021
Selling Virtual Events
26th November 2020
Why salespeople must be ‘long-term greedy’: A five-step approach to winning more sales
13th November 2020
Closing skills: Why the pandemic has made it even harder to close that deal and what to do about it.
1st November 2020
Post Covid: How to fill your B2B pipeline with customers who do want to speak to you?
5th October 2020
3 steps for monetising virtual events
15th July 2020
Storytelling
18th May 2020
5 tips for closing in the crisis
4th May 2020
Using audience insights to engage with customers
20th April 2020
Biggest challenge of leading a remote sales team
15th April 2020
“Clients don’t want to engage with me”
6th April 2020
The world has changed – what should I sell?
31st March 2020
Leading remote sales teams
30th March 2020
Selling in a crisis
25th March 2020
Proposal writing research: Why your proposal doesn’t work
17th March 2020
How to accelerate your sponsorship revenue
17th February 2020
How selling to the individual increases your chance of them buying by 2x
7th February 2020
New Year, new rules. How to deliver sales training that actually works!
2nd January 2020
Half of B2B sales people will miss their 2020 targets. It’s time to shift perspective.
18th November 2019
Questions that drive more sales
15th November 2019
How to speed up prospect decision making… PART TWO
21st October 2019
How to speed up prospect decision making – PART ONE
14th October 2019
The biggest mistake salespeople make… and how to avoid it
26th July 2019
You have the right to demand more ROI from your sales training (and here’s how you get it)
16th May 2019
How to grow customer accounts this year
22nd March 2019
5 big sales mistakes from this year
23rd December 2018
How to turn the marketing trust crisis into sales opportunity
5th October 2018
Why is it so hard to find great business development talent?
21st September 2018
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12th July 2018
The Peter Principle: Great Salesperson, Crap Manager
25th June 2018
The ‘great deal graveyard’ and how to avoid it
8th June 2018
The secret to selling in today’s market: Old-school to New-school
22nd March 2018
Why people DON’T buy from people they like
28th February 2018
What salespeople can learn from Nike
5th February 2018
Why “yes” doesn’t mean YES
26th January 2018
Take charge of your sales career in 2022
15th January 2018
How sales and marketing must work together to deliver results: tips from the front line of B2B selling
20th July 2016
6 facts and stats B2B sales people cannot ignore
26th May 2016
The amazing power of stories and 5 ways to make them sell
15th October 2015
The trouble with Blitz Days and how to increase their effectiveness
7th October 2015