Expert Sales in B2B. Part 1. Ilya Balakhnin — Managing Partner of Paper Planes

14,625 views

Илья Балахнин

Published on Jun 28, 2023
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Knowledge base in telegram with books by Ilya Balakhnin and partners https://t.me/PaperPlanesInfo_bot Assess the maturity level of your marketing: https://checkup-paperplanes.ru/market... Read about the methodology https://paper-planes.ru/b2b Data Driven Marketing course https://academy-paperplanes.ru/ddm Our website: https://paper-planes.ru Paper Planes Academy: https://academy-paperplanes.ru/ Ilya Balakhnin's channel in Telegram: https://t.me/ilyabalahnin Partner contacts Ilya Balakhnin https://t.me/ilia_balahnin +7 926 592 4877 Sergey Khudovekov https://t.me/khudovekov +7 926 055 7715 Maxim Borisov https://t.me/borisovml +7 916 810 6530 00:00-06:45 Pricing pressure. Four roles of B2B sellers: component sellers, kit assemblers, transactional sellers and integrators. 06:45-12:59 Integrators and sellers of ready-made solutions. Intelligent glue 12:59-19:47 7 stages of expert sales in b2b 19:47-25:46 SPIN-Selling and inbound marketing and account base marketing 25:46-32:09 Expert sales require the implementation of the total cost of ownership. TCO - total cost of ownership 32:09-38:24 Different types of buyers in b2b. Approaches 38:24-44:58 Using TCO in expert sales 44:58-57:58 Implementation of expert sales. Bain's pyramid

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