Business-to-business marketing being a big domain encounters different types of challenges every now and then. Entrepreneur contributor Gavin Finn has shared the five challenges that the b2b sales team face and how you can fix them with marketing.

Finn says, “Here are five specific challenges that today’s sales teams face and how alignment with their company’s marketing team can help them meet those challenges.

1. Communicating value

Salespeople need to be experts at highlighting product features and benefits, but they often fail to communicate the value, which is equally, if not more, important.

Here’s where the sales department needs marketing’s help; salespeople need to put themselves in the position of their prospect and be able to answer their crucial questions: Why should this product or service matter? How will it help prospects do their jobs better? If salespeople can’t distill complex, competitive product and solution information into concise and articulate value propositions, they will not be effective.

In 2017, Sirius Decisions reported that the number one challenge for B2B salespeople was (and still is) “their inability to communicate value differentiation.” Marketers must turn toward interactive applications that aid in telling a complex story to help sales deliver these value propositions to prospects”.

The Top 5 Challenges Facing Today’s B2B Sales Teams (and How to Fix Them With Marketing)


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