TOB sales, or "technology to business", refers to the sale from technology to business, which can also be called enterprise services or business-to-business cooperation. TOB salespeople are mainly responsible for the following tasks:
Understand the target customer: The object of TOB sales is the enterprise, therefore, the salesperson must first understand the industry, scale, business needs of the target customer, etc. Only by understanding the target customers can you develop an effective sales strategy.
Analyze customer needs: After understanding the target customer, salespeople need to deeply analyze the customer's needs and challenges in order to provide the right product or service to the customer.
Provide solutions: Depending on the customer's needs, the salesperson needs to provide a solution, which may include products, services, technology, or consulting. Salespeople need to align solutions with customer needs to deliver value to customers.
Build trusting relationships: TOB selling is a long-term process that requires long-term customer relationships. Salespeople need to build a trusting relationship with customers to earn their trust and favor.
Conduct sales negotiations: During the sales process, salespeople need to conduct sales negotiations to reach an agreement that is satisfactory to both parties. Salespeople need to be familiar with the process and skills of sales negotiation in order to be successful.
Provide after-sales service: After-sales service is an important part of TOB sales. After-sales service can help customers better use products or services and solve problems encountered by customers during use.
Follow-up with customers: TOB sales is an ongoing process that requires follow-up with customers, understanding changes in customers' needs, and providing timely services to customers.
Manage the sales process: TOB sales involves multiple links, therefore, salespeople need to manage the sales process to improve sales efficiency and ensure the smooth running of sales efforts.
Develop a sales plan: TOB salespeople need to develop a sales plan to clarify the goals and develop an effective strategy.
In general, TOB sales is a complex process that requires salespeople to have a variety of abilities, including technical understanding, customer demand analysis, sales negotiation skills, etc. Salespeople need to keep learning and improving their abilities in order to succeed in the TOB sales field.