A lot of B2B businesses in Nigeria are selling the wrong way. If you look at some organization's sales chart, you will notice that the month to month variance in revenue figures may be up to 30–40 percent lower when compared to the previous month(s).
This is mostly because sales in such organizations are usually done by trial and error and with this, it is really hard to meet target.


For businesses to generate revenue, become profitable and grow, a systemic method of selling must be integrated into the company's way of selling.
Systemic selling isn't new to the world. However, Nigerian businesses need to catch up with the rest of the world when it comes to predictive selling.
Today we look at 5 ways most Nigerian B2B businesses fail at selling.

1. No solid sales process
Jumping head on into sales without adequate strategy is a recipe for failure. Every company needs to determine its own sales playbook in which it's sales team must follow.
In the sales cycle, there's the awareness stage, the consideration stage and the decision stage and the purchase stage where a deal is closed. Do you send an invoice at the awareness stage? That's setting up yourself for failure. You need to tailor your sales activity to each stage in the customer cycle so at every point in time, you're subtly but actively leading the customer to the point of deal closure.

2. Selling without data

Most organizations do not have appropriate information on their client before they attempt to sell to them. They do the mass market approach, hoping that somebody, somewhere swallows the hook and buys from them.
You need a system that can help you gather data on your clients that will help you create an accurate sales strategy.

3. No centralized place for storing records

What happens if a salesperson packs his bag and leaves an organization? Does that mean all the contacts and details of the deals and opportunities he was working on have gone with the wind? Anyone within the organization should be able to open the system to find all the details about any deal including contacts, deadlines, invoices and quotation. This will ensure no opportunity is lost.

4. No proper system to monitor people
Most organizations usually let their salespeople work on their own. This is very good, but you may not know if they are working or you are just paying them for doing nothing. You do not have to wait for weeks or months for your salespeople to let you know what they are doing or the deals they are working on.
There are several tools that can help you view and monitor the entire sales pipeline of your team. Our software, Finultimate is a CRM tool that helps you sell more among other functionalities.

5. Using Multiple Tools to aid sales
Having a different tool to store customer records and another one to set reminders for important client activities and yet another tool to maintain a relationship with clients can be overwhelming.
However, having a single tool that does all of this as well as sends emails/SMS to clients, raise invoices/quotation and monitor targets, then they will be inspired to sell more.
Finultimate is a CRM tool that combines all of these features into one to give one powerful sales tool.
[url]finultimate.com[/url]
Source: https://medium.com/@finultimatecrm/5-reasons-most-nigerian-b2b-businesses-fails-at-selling-9d8befc2f695?