Selling is hard.....otherwise everyone would attempt it. Further, in todays "age of information" your buyer is more knowledgable which makes it difficult to differentiate yourself through product knowledge alone. Your best chance of developing a new account or growing an existing one is by doing your homework and being prepared. 

However, at MapVine we understand that between maintaining current accounts & prospecting for new ones it can be difficult to do the research that will matter to your prospect. Specifically, it is easy to look up their leadership team, line of business, & revenue, etc......however these items will not matter to your prospect. What they will appreciate is that you have done an analysis of the two companies and can illustrate where your products and solutions could benefit them.

Key things Sales Reps should know about MapVine: 

  1. Our primary focus is to empower the Sales Rep by automating tasks they perform manually today.
  2. MapVines fundamental premise is that every industry has a buy / sell process (boxes that have to checked, questions the buyer always asks, data submissions, etc.). Our mission is to understand your buy / sell process and then create enterprise specific B2B ecosystems which facilitate & enhance the process. 
  3. We put the control in the Sales Reps hands. Specifically, the Sales Rep can request, modify & share the B2B ecosystems on their terms. 
  4. We put the "digital footprint" reporting & tracking capabilities directly in the Sales Reps hands. Specifically, we track all digital activity associated with the B2B ecosystems and report that in realtime back to the Sales Rep.  

The Hardest thing about B2B selling today is that is that customers don’t need you the way they used to.
— Harvard Business Review
Two-thirds to 90% of the buying cycle is completed before a B2B buyer ever speaks with a sales rep.
— Forrester
SiriusDecisions reports that 70% of the buying process in a complex sale is already complete before prospects are willing to engage with a live salesperson
— SiriusDecisions
A CEB (Corporate Executive Board) study of more than 1,400 B2B customers found that those customers completed, on average, nearly 60% of a typical purchasing decision - researching solutions, ranking options, setting requirements, benchmarking pricing, and so on - before even having a conversation with a supplier.
— Corporate Executive Board