If you’re part of a B2B sales team, it’s no secret that selling to other companies is complicated. One of the most significant objectives — and challenges — is to generate quality leads (potential customers) that convert into customers.
Continue reading and discover everything about the topic. We’ve put together nine infallible 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.
B2B Sales Funnel
The B2B sales funnel is essential for mapping how customers purchase your product/service. To do this, the steps that a lead follows until closing the purchase are covered. Typically, prospects go through the following steps:
- Awareness: the lead (potential customer) realizes that they have a problem or pain point that needs to be resolved.
- Consideration: He determines how the problem can be solved and researches different products or offers that can help.
- Decision: the buyer compares the available options and determines which one to buy.
However, the B2B sales funnel may involve other steps, as it has a longer sales cycle.
Nine Tips For Closing More B2B Sales
Check out nine strategies below that will help you boost your sales to other companies.
1 – Define Your ICP/Ideal Client
Salespeople often need help to close the deal because they are trying to sell to the wrong person.
To prevent this from happening, every B2B sales process needs to start with in-depth research into potential customers. This is important for defining clear criteria for ICP and buyer persona: their role, industry, company revenue, business goals, main 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 differences of the product/service — and even its limitations — offered and how it will help your prospect. This will ensure solid arguments and overcome possible objections.
3 – Invest In Digital Marketing Strategies
Digital marketing strategies are essential for anyone looking to reach new leads and retain loyal customers.
There are countless of them that, when implemented, guarantee many benefits. Positioning the brand as an authority in its segment and increasing the range of operations and sales are just some of them.
Some leading digital strategies are paid traffic management, production of relevant content, and inbound marketing, among others.
4 – Align The Marketing And Sales Team
When the sales team works together with the marketing team, there is an improvement in brand recognition among future customers.
This alignment of objectives, understanding the activities and difficulties of each team and adjustments to strategies can provide 32% faster growth (according to research by the Aberdeen Group ).
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 warm leads interested in learning more about your products and services.
The bot is always available to chat or interact with visitors. When configured and implemented correctly with a trained team behind it, chat ensures better lead qualification.
This optimizes the sales team’s time and work, making people 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 also avoids mistakes, such as 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 they must be qualified to make purchasing decisions.
In these cases, save your time developing relationships with buyers or purchasing managers. Instead, sell to stakeholders with the authority and budget to make decisions.
But what is the best way to sell to decision-makers? Well, 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 exponentially more likely to look for other options, better prices and different services.
Instead, give each business at least three options varying in price and added value. Let them choose what fits their budget, and best meets their needs. You will be surprised how many customers opt for the more expensive solution.
9 – Follow Up
This strategy is essential, as it seeks to continue the sales process and make leads progress through the funnel. Generally carried out after a meeting or proposal presentation, follow-ups can be done via email or phone. When necessary, they can also be a face-to-face visit.