It is impossible to give a complete and adequate by-segment classification of pain points since each industry comes with its unique context. It is possible though to identify the most common mistakes in B2B sales. These mistakes lead to inaccurate and uninteresting product presentations.
- Your product’s value and functionality are not clearly described. The importance of simple explanations has been written about in books such as Rob Fitzpatrick’s "Ask Your Mom". It is often obscure and vague descriptions that lead clients to believe your product is not what they need.
- Your claims are based on words rather than actual numbers. In business, any action is aimed at profit and efficiency. If your product does not affect these indicators or does not affect them obviously, then it will be considered uninteresting. So giving actual numbers is fundamental to sales.
- Your representative fails to fulfill agreements. In B2B you are obliged to follow agreements and plans. Sending presentations, follow-up emails and responding to questions on time is what makes you a responsible and promising provider in the eyes of your clients.
Selling in the B2B segment is nonetheless selling to a person, so the emotional component is important. You need to appeal to the customer and appear reliable and solid. At the same time, pain points and needs must be taken into consideration as business means efficiency, profit and solving problems.