Donald C. Kelly | Helping Relationships: Selling to B2B Buyers in a B2C World - 050

Nov 17, 2022

In today’s episode of Aligned, our host Sean talks with the Sales Evangelist, Donald Kelly, to discuss late-stage sales, self-help, and five application models that you can apply to late-stage selling.

Self-help

• In any B2B process, you are able to include B2C in the process. 
• According to Mckinsey 99% of B2B buyers said they are willing to spend $50,000 on self-help. You’ve got to start implementing self-help in the B2B world. 
• Make promises around things like service. Remember it’s not about the price. 
• Do a testimonial that is focused on only delivering information that is safe and matters to late-stage prospects. 
• Give a taste of early access and let your prospects know what it would be like to be your customer. 
• Utilize consultative selling tools. 

Tune in to our past episode with Donald discussing guided help on Spotify or Apple Podcasts, and connect with Donald on LinkedIn or at thesalesevaneglist.com for more information and content. To learn more about the transtheoretical theory of behavioral change check out this link.

This episode is sponsored in part by FitzMartin’s Sales and Marketing Alignment:

Why does proper sales and marketing alignment result in a 32% average lift in revenue? Because a unified company centered around its prospects can’t help but thrive.

FitzMartin’s Sales and Marketing Alignment program will analyze your current sales and marketing structure to deliver a plan based on the needs of your prospects, bringing you increased revenue, expansion opportunities, and (above all) a unified front when communicating with prospects. 

To set your company up for success, visit fitzmartin.com/solutions to discover how to unify your sales and marketing for the best results. 

This episode is sponsored in part by Fitzmartin’s Organization and Culture Alignment:

Company culture and retention are directly connected. After all, if you fail to build good company culture, you fail to retain top talent. At FitzMartin, we help leaders like you raise their NPS scores from the low 60s to the high 80s (and, more importantly, present a plan to help you do the same.)

Create your company culture based on a shared mission to attract and retain top talent. Visit fitzmartin.com/solutions to learn more.