Tech

Walnut’s #WeAreProspects Campaign Is Fixing the B2B Sales Process


Walnuts, the groundbreaking product demo startup, designed its popular Sales Experience Platform to help SaaS sellers seamlessly connect with their potential customers. It uses personalized interactive demos, no code is fully optimized to maximize the B2B sales process.

Walnut’s goal is to perfect the B2B buying experience. This prompted its founders to minimize and simplify the sales process instead of adding another layer of complexity to it. The goal from day one was to revolutionize the B2B sales process and rebuild each buying experience from the ground up.

That’s why the startup is constantly equipping its salespeople with its groundbreaking SaaS solutions. Walnut has also worked to give those on the top receiving B2B sales a very real voice through its virality. #WeAreProspects campaign.

The War to Sell… and the Bigger War to Buy (Especially in B2B Sales)

Sell is a complex and increasingly difficult process. The Internet has connected the world together, which naturally increases competition. The target audience is also easily reachable. But this can lead to analytics paralysis as sales departments try to spread their budgets across different channels and sales opportunities.

While selling remains a complex challenge, buying is no easier. In fact, the buying process is more complicated than ever. Even for B2C interactions – which have thrived in the 21st century online marketplace – the process of buying something is intensive and even overwhelming at times. Consumers have to navigate through the multitude of advertisements thrown their way. They need to choose between a multitude of options and different communication channels to engage and make a purchase.

And yet, the B2C selling experience is, in many ways, better than ever. Consumers are likely to learn about the product. Both are searchable (and provide real feedback of their own). Consumers can ask questions and seek answers. They can do research that helps them connect their own pain points and concerns with the solutions that work best for them.

Traditional obstacles to the B2B sales process

In contrast, B2B selling is arguably more difficult – especially in the complex world of SaaS platforms and software. For the B2B sales process, there are many obstacles that stand in the way of an effective sales experience.

For example, business leads often need to go through countless different rounds to get close to a product. This is a problem because follow Forrester, three out of four B2B shoppers would rather educate themselves than talk to sales professionals to learn about products and services. In other words, they need access to assess their needs and how a particular product can solve them. When a product remains elusive throughout the earlier stages of the sales funnel, it can detract from the sales experience and, sometimes, even kill it prematurely.

Additionally, many organizations also focus on sellers rather than leads. They use seller-centric sales strategies that focus on the performance of the salesperson or sales team instead of just the leads themselves.

Data silos and fragmentation

Data vaults also limit the ability of many companies to do their best in B2B sales. This means that marketing teams and sales reps don’t always have the most relevant and detailed information available when interacting with potential customers.

All of this leads to a stagnant and even disappointing B2B sales experience – and the proof is in the pudding. A recent report released by Gartner claimed that nearly 80% of respondents used the phrase “very complicated or difficult” to describe their most recent purchase. It doesn’t matter that the average B2B SaaS sales cycle is an amazingly long 84 days. That’s the equivalent of spending an entire quarter making a purchase.

The B2B selling experience is clearly broken and it’s time for innovators to do something about it. The B2B sales process needs a change bring it more in line with the B2C model that works a lot better. That’s where Walnut comes into the picture.

The #WeAreProspects Campaign Is Rewriting the B2B Sales Experience

In response to the disrupted B2B sales process, Walnut launched its new viral campaign, #WeAreProspects. The brand designed the initiative to solicit real-world input from others on how they might want to improve their B2B buying experience.

The campaign highlights specific instances of poor sales experiences for buyers. It also offers discounted solutions for purchase related struggles. These focus on targeted B2B sales solutions starting with Walnut’s innovative and industry-leading sales demo platform.

Walnut has focused its entire business model on enhancing the B2B sales experience. But that doesn’t mean the company has a monopoly on promoting its own goods and services in the #WeAreProspects campaign. It has also brought several other companies in the initiative with tools that also complement B2B sales.

For example, Dooly help improve Salesforce’s hygiene. Postal support offline marketing automation. Other partners like SimilarWeb, Contractbook, Sales Assembly and Cloudshare all bring their own unique B2B sales support.

By providing cloud-based solutions to potential buyers, the #WeAreProspects campaign is delivering 21st century tailored solutions that are flexible, scalable and affordable. They can enhance the B2B sales process today while setting companies up for future success.

#WeAreProspects – Every one of us

The #WeAreProspects initiative focuses on one thing: drawing attention back to buyers. It is bringing the power of advanced SaaS sales solutions into the B2B sales process.

That way, Walnut and its partner companies are trying to overhaul the unnecessarily complicated buying journey. Current efforts are hindering the adoption of the SaaS platform. They are working together to simplify the buying experience between businesses. Walnut hopes to create a faster, more seamless experience for both buyers and sellers.

It is a necessary change and long overdue in B2B Sales progress. After all, in the words of Walnut CEO Yoav Vilner, “we are all someone else’s potential customer.”

Deanna Ritchie

Deanna Ritchie

Manage Editors at ReadWrite

Deanna is the Managing Editor at ReadWrite. Previously, she was the Editor-in-Chief of Startup Grind and has over 20 years of experience in content management and content development.



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