If you are part of a B2B sales team, it is no secret that selling to other companies is complicated. One of the biggest goals — and challenges — is to generate quality leads (potential customers) that convert into customers.
Read on and find out all about the topic. We’ve put together 9 foolproof strategies that will transform your business-to-business sales.
But First, What Is B2B Selling?
B2B, or business-to-business, sales refer to transactions between two companies. Thus, a company specializes in selling a product or service to another company.
How Is It Different From B2C Sales?
In B2C, a company sells directly to consumers who use the good or service. Thus, there are essential differences between B2B and B2C sales. Check it out below.
There are more decision makers involved: Unlike B2C sales, where you only need to convince one person to buy your product, B2B salespeople have to deal with multiple departments before completing a sale.
9 Tips To Close More B2B Sales
Check out 9 strategies that will help you boost your sales to other companies.
1 – Define Your Ideal ICP/Client
Often, salespeople can’t close the deal because they’re trying to sell to the wrong person.
Every B2B sales process needs to start with in-depth research on potential customers to prevent this from happening. This is important for defining clear criteria for ICP and buyer persona: your job title, industry, company revenue, business objectives, key challenges, hobbies, etc.
The more precise you are in the ICP characteristics, the easier it will be to increase the number of sales.
2 – Be An Expert In Your Solution
Understand all the advantages and differentials of the product/service — and even its limitations — on offer and how it will help your prospect. This will ensure solid arguments and circumvent possible objections.
3 – Invest In Digital Marketing Strategies
Digital marketing strategies are essential for reaching new leads and retaining loyal customers.
There are countless of them that, when implemented, guarantee many benefits. Some of them are positioning the brand as an authority in its segment and increasing the radius of action and sales.
Some leading digital strategies are paid traffic management, production of relevant content, inbound marketing, and others.
4 – Align Marketing And Sales Team
When the sales team works together with the marketing team, there is an improvement in brand recognition for future customers.
This alignment of objectives, understanding of the activities and difficulties of each team, and adjustments to strategies can provide 32% faster growth.
While companies that fail to nurture this relationship end up seeing their business decline.
5 – Use A Chatbot On Your Website
A chatbot is an excellent tool for reducing your bounce rate and turning website visitors into hot leads interested in learning more about your products and services.
The bot is always available to chat or interact with visitors. Chat guarantees better lead qualification when properly configured and implemented with a trained team behind it.
Thus, it optimizes the time and work of the sales team, leading people who are more likely to buy the solution you sell.
6 – Invest In A CRM Tool
A CRM tool is essential for customer relationship management. It groups important information about leads and the stage of the funnel they are in. It still avoids mistakes, like having two salespeople approaching the same charge!
7 – Sell To The Decision Maker
Most companies put their buyers and purchasing managers on the front lines, but most of the time, they are not qualified to make purchasing decisions.
Don’t waste time developing relationships with buyers or purchasing managers in these cases. Instead, sell to stakeholders with the authority and budget to make decisions.
But what’s the best way to sell to decision-makers? An important tip is to sell in person, doing your best to get a face-to-face meeting.
When you are selling products or services that require a high investment, you need to make an effort to meet your potential customers in person.
Most of your competitors are still trying to close B2B sales over the phone. In many cases, a quick trip can make all the difference between closing your sale — or losing it!
8 – Make More Than One Proposal
Don’t just offer one option in your proposal to potential customers. If you do this, decision-makers will be more likely to look for other options, better prices, and different services.
Instead, give each business at least three price and added value options. Let them choose what fits their budget and best suits their needs. You will be surprised how many customers will opt for the more expensive solution.
9 – Do Follow-Ups
This strategy is essential, as it seeks to continue the sales process and make leads advance through the funnel. Usually carried out after a meeting or proposal presentation, follow-ups can be done by email or call. When necessary, they can also be a face-to-face visit.5 – Use a chatbot on your website.
A chatbot is an excellent tool for reducing your bounce rate and turning website visitors into hot leads interested in learning more about your products and services.
The bot is always available to chat or interact with visitors. Chat guarantees better lead qualification when properly configured and implemented with a trained team behind it.
Thus, it optimizes the time and work of the sales team, leading people who are more likely to buy the solution you sell.
Also Read: Why Is IT Investment A Business Necessity?
