Disrupting the Chaotic Change of Post Covid-19 B2B Sales with Josh Bilow

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Disruption Interruption podcast host and veteran communications disruptor KJ Helms interviews B2B sales pro Josh Bilow, who explains how tech sales shifted during and after the pandemic.

Josh Bilow

The COVID-19 pandemic rocked the world of B2B sales. Businesses needed online solutions for their customers. Tech companies had to find online solutions to reach their clients with marketing and sales messaging. Chatbots, Zoom calls, and social media drove the research and buying processes.(1)

Enter disruptor B2B sales pro Josh Bilow, who is a Regional Sales Manager at RedPoint Global. He explains to Karla Jo Helms, the host of the Disruption/Interruption podcast, how he is disrupting the chaotic change of post-covid-19 B2B sales.

Josh is disrupting the new normal of B2B sales by taking a holistic view of the process. He wants to get away from the chatbots and quick decisions by taking a catching approach. He sees his job as knowing the industry and leading clients to the best outcomes. A "holistic approach is actually very, very relevant here because it's dealing with people that are unsure of their jobs, Josh tells KJ. "It's dealing with companies that are unsure of their future that you're selling to, and they can be fired at any moment. They don't wanna misstep. So if they're not believing in what you sell, and they're not kind of, you're not advising them and understanding that impact, like I said before, impact, right? You're not making an impact on them. They're not gonna buy anything from you."

Key takeaways:

  • The pace of change accelerated during COVID-19: Companies poured money into new software solutions, but they weren't always the right solutions for the desired outcomes. Now sales professionals and companies are asking, "What's the desired outcome, and can this technology achieve it?"
  • You have to know the environment: The best B2B sales pros understand the product, the buyer's goals, and the whole industry environment. That background guides all conversations with buyers so you can impact their thinking.
  • It's coaching, not just selling: A good B2B sales professional can coach a buyer through the process of outlining outcome goals and company culture to determine the best product fit.
  • Size matters: Big companies are struggling to adapt because they're too clumsy to move quickly. Midsized and smaller companies are more nimble and can make buying decisions faster.
  • Companies want to try before they buy: Demos, trials, and hands-on experiences are key to assuaging concerns about new products.
  • Economic volatility is causing instability: Employees worried about looming workforce cuts are extra cautious in making buying decisions because they know a wrong choice could affect their future employment.
  • Josh feels like his real job has been raising three kids. That's where he feels he's making the greatest impact.

Disruption Interruption is the podcast where you'll hear from today's biggest Industry Disruptors. Learn what motivated them to bring about change and how they overcame opposition to adoption.

Disruption Interruption can be listened to via the Podbean app and is available on Apple's App Store and Google Play.

About Disruption Interruption:
Disruption is happening on an unprecedented scale, impacting all manner of industries — MedTech, Finance, IT, eCommerce, shipping and logistics, and more — and COVID-19 has moved their timelines up a full decade or more. But WHO are these disruptors, and when did they say, "THAT'S IT! I'VE HAD IT!"? Time to Disrupt and Interrupt with host Karla Jo "KJ" Helms, veteran communications disruptor. KJ interviews bad a**es who are disrupting their industries and altering economic networks that have become antiquated with an establishment resistant to progress. She delves into uncovering secrets from industry rebels and quiet revolutionaries that uncover common — and not-so-common — traits that are changing our economic markets… and lives. Visit the world's key pioneers that persist in success despite arrows in their backs at http://www.disruptioninterruption.com.

About Karla Jo Helms:
Karla Jo Helms is the chief evangelist and Anti-PR(TM) strategist for JOTO PR Disruptors(TM).

Karla Jo learned firsthand how unforgiving business can be when millions of dollars are on the line — and how the control of public opinion often determines whether one company is happily chosen or another is brutally rejected. Being an alumnus of crisis management, Karla Jo has worked with litigation attorneys, private investigators, and the media to help restore companies of goodwill into the good graces of public opinion — Karla Jo operates on the ethic of getting it right the first time, not relying on second chances, and doing what it takes to excel. Helms speaks globally on public relations, how the PR industry itself has lost its way and how, in the right hands, corporations can harness the power of Anti-PR to drive markets and impact market perception.

About Josh Bilow:
Josh Bilow has worked in technology sales for over a decade. He loves having conversations with people about their business challenges and desired outcomes. He thrives by listening to clients and helping them drive strategic initiatives while leading sales teams to success. In addition, he is the founder of the Lee Aaron Bilow Foundation in memory of his brother Lee Bilow, who passed away in 2019.

LinkedIn: https://www.linkedin.com/in/joshbilow/details/experience/

Company: RedPoint Global https://www.redpointglobal.com/demorequest

Sources:
1) Gaudet, Glenn, B2B Marketing Success Hinges On Understanding Buyer Behavior, November 7, 2022, Forbes, https://www.forbes.com/sites/forbesbusinesscouncil/2022/11/07/b2b-marketing-success-hinges-on-understanding-buyer-behavior/?sh=3d9d9e4d3906.

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Karla Jo Helms
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