Creating genuinely practical B2B sales approaches can be challenging for any sales professional, but hopefully, these tips can make it easier. Keep reading to find out more.
In this article:
- Always Research Before Creating B2B Sales Strategies
- Get to Know Your Target Market by Asking the Right Questions
- Invest in B2B Marketing Through Well-Crafted Content
- Qualify Your B2B Leads
- Listen to the Needs of Your Potential Clients and Adapt to Them
- Sell Face-to-Face with the People Making the Decisions
- Stick to Your Price Points but Give Them Options
- Position Yourself as a Consultant Instead of Just a B2B Sales Representative
- Build up Your Credibility Even Before You Start Selling to Them
- Don’t Neglect Customer Retention Efforts in Your B2B Sales Strategy
- Stay Updated on the Latest Sales Technology
7 Tips to Help Sales Professionals Create Effective B2B Sales Strategies
1. Always Research Before Creating B2B Sales Strategies
No matter who your target market is or what sales approach you’re taking, research is still essential. It should be the first thing you do before creating a sales strategy.
Research doesn’t stop once you’ve finished making a sales plan either. It’s a continuous process that should respond to market trends and activities.
Customer and market research should be the basis of your sales plan. Otherwise, you’ll have a baseless sales plan with no actionable or realistic goals that can address a customer’s needs.
Effective sales strategies don’t just spring out of nowhere. The sales strategies should be based on data and insights from customers.
2. Get to Know Your Target Market by Asking the Right Questions
As mentioned in the previous tip, it’s always crucial that you do your research first. This applies to every sales approach, even ones that involve B2B sales strategies.
With that said, you can get no better insight than by getting the information you need by asking your prospects. Of course, this also means you have to ask the right questions.
Your questions should lead to you learning more about their needs and problems. By doing this, you can figure out if your service or product can solve their problem.
Asking questions is an excellent way of discerning whether a prospect is right for you, as well as identifying whether your products or services are suitable for them.
3. Invest in B2B Marketing Through Well-Crafted Content
One way to make sure your B2B sales strategy is effective is by making sure the critical sectors of the company are working towards one central goal. In particular, your B2B marketing strategies should also align with your sales strategy.
Thus, it’s essential that the sales and marketing department should be coordinating with one another and working towards the same goal.
An excellent way of aligning marketing and sales is through content marketing. How does content marketing fit in a B2B sales strategy? Check out this data from a survey done by Demand Gen Report on the content preferences of B2B buyers:
- 66% of the respondents “strongly agree” that organizations should provide easier access to content
- 49% of B2B buyers have stated they use content to research and make purchase decisions
Content plays a big role in whether or not a purchase is made, but as the survey shows, there’s still room for improvement. Relevant and valuable content can play a huge role in whether or not your organization achieves its bottom line.
4. Qualify Your B2B Leads
Your mindset about the sales process shouldn’t be about always trying to close a deal. It’s also important to qualify whether a lead is worth pursuing.
Whatever lead qualification process your organization uses, it should fulfill two goals:
- First, it should help identify whether the problems your prospect has are ones that you can solve.
- Also, it’s essential to find out whether or not your prospects can work with you on a realistic timeline. You should also check whether said prospect can afford your price point.
All of these are essential details that can help you not waste your time as well as not waste the time of your prospects.
5. Listen to the Needs of Your Potential Clients and Adapt to Them
There may be instances when you discover that, although your prospect isn’t an exact match, you can do much more for them than you initially thought. How do you handle these types of prospects who could prove valuable to your business?
Thoroughly discuss and research your potential customer’s problems. Once you’ve sifted through all crucial details, identify points that you can help them with.
With that, you can modify your pitch accordingly. From there, you can better adapt to the needs of your prospect.
6. Sell Face-to-Face with the People Making the Decisions
Since you’re selling to a business and not to an individual, you’ll often find yourself making the same sales pitch over and over again. Aside from that, you might also find that you’re telling the entire sales story to the wrong people.
It may be because they don’t make the decision to purchase services or products. It can also be because they don’t have enough relevant information about the business that can help them realize that you can provide a solution to their problem.
Either way, it can be a waste of time both for you and the other party.
Make sure B2B sales pitches aren’t wasted on people who won’t be making the final decision.
7. Stick to Your Price Points but Give Them Options
If your prospect truly wants a problem solved in their business, then they shouldn’t be hesitant of the price point you’ve set. Avoid bucking under the pressure of lowering your price even if they push you to do so.
However, it doesn’t mean you have to completely lose a client simply because they can’t reach your price point.
The best way to be able to meet each other in the middle is by offering them multiple options. Each one of these options should provide different benefits and features, with the most expensive option offering the ultimate package for your prospect.
Being uncompromising when it comes to your price points communicates how serious and reliable you are. At the same time, providing options shows a willingness to really help out and provide solutions for your prospect.
8. Position Yourself as a Consultant Instead of Just a B2B Sales Representative
To be successful in business-to-business sales, sales reps have to know how to take on a more consultative approach rather than just selling. This rings true even if they’re face-to-face with the key decision makers of these companies.
More often than not, a sales training will focus more on how to sell the product’s features and benefits, which is a traditional approach that may not necessarily work in B2B sales.
Instead, sales representatives should approach their buyer as someone who’s looking to help them solve a problem. They shouldn’t treat every single customer as the same and try to push product on them.
It’s better to approach it in a way where you’re in the moment, learning about the pain points of the person or organization in front of you, and offering solutions to those. Base your suggested solutions on their problem rather than forcing your product as a solution even though it isn’t
Even if your sales leads don’t end up becoming customers, giving a good impression and developing a relationship will them still matters.
9. Build up Your Credibility Even Before You Start Selling to Them
These days, buyers don’t just have to rely on salespeople to let them know of updates and new products in the industry. They can just do their own research even before a sales rep has contacted them.
Since buyers are doing their own research to determine which companies to work with and which products will be a good fit for them, it’s important to build up your credibility and reputation. Let the buyer come to you and see your product as a good fit even before they reach out to you.
A good way to do this is by building your online presence, especially on social media. This is an area where a company’s sales and marketing teams can work especially well together.
Here are some ways to do this:
- Have a good website. Your website is your online business card so it should always be updated and accurate. You can also practice SEO best practices to increase the chances you’ll come up first in the search results for your industry or product/service.
- Create relevant content. In line with SEO best practices, having a blog can help you establish yourself as an authority in your industry. Create posts that answer questions people normally have about your industry and product.
- Have a good social media presence. Once you’ve created a post on your blog, share it your social media channels. You can also curate relevant industry news and share them on your pages. Social media is also a great way to directly interact with your customers and prospects.
10. Don’t Neglect Customer Retention Efforts in Your B2B Sales Strategy
When it comes to your B2B sales strategy, you shouldn’t focus solely on getting new business-to-business leads. You should also focus on getting existing customers to come back or retain their relationship with you.
The same goes for past customers — if you think you’re offering something that can offer benefits for them, reach out to them, too. This can also be an opportunity to upsell to them if they were satisfied customers.
11. Stay Updated on the Latest Sales Technology
The fastest-growing companies know to invest in technology but a lot of the times, the problem is implementation.
There are a lot of powerful tools in sales but some organizations neglect to commit to training their sales team first. It’s essential to get everybody on the same page first before attempting to use a new software or technology on actual leads or customers.
Aside from training, make sure you’re using the right tech for the purpose.
Here are some benefits adopting the latest sales tehcnologies can bring:
- Sales technology can help automate certain business operations. For example, to help you improve sales enablement process, there are high-impact sales enablement tools to help.
- It can also help in lead generation, customer relationship management, and account-based marketing.
B2B sales strategies tend to be different from business-to-consumer (B2C) sales strategies. Thus, to be truly effective, it’s crucial that you craft sales strategies that are appropriate for your target market.
I hope these tips have helped you discover new strategies for B2B sales.
Which of these tips do you think would work the best for you? Comment down below to let us know!