Highlighting the capability and history of the organisation is also important but these messages alone will not ensure Sales success.
A deeper Sales Process essentially means an organisation needs to more-thoroughly understand the nature of the prospective client.
A deeper Sales Process will mean that an organisation can intimately understand the complexity of the client's current requirements and offer new insights and intelligence to deal with the challenges they face.
These 'problem solving' qualities will define a deeper Sales Process and will become critically important to an organisation's Sales success.
Successful B2B Selling in 2020 will be characterised by collaboration and 'extended enterprise thinking'. In addition to thinking about their own success, organisations will need to consider how they provide solutions to help their clients achieve long-term sustainable success.