There has been a substantial change in B2B sales during the past few years. The sales process used to be more slower, linear, and predictable. However, in today’s environment, it has become far more challenging and sophisticated. Now-a-days its less dependent on the actions of the salesperson alone to create meaningful results. So, what do marketers do today to increase B2B Sales?
Even for the most experienced SDRs, the sales process was never especially straightforward. However, attaining specific objectives has become an extraordinarily challenging undertaking in recent years. Despite the inherent hurdles of owning a business, how can you grow your business-to-business sales? If you want to learn how to improve your business-to-business sales, follow these 10 best practices. They will help you attract more customers and complete more deals.
How to Increase B2B Sales
The Iscope team of marketing and sales representatives worked to provide their top ten tips for growing business-to-business sales. Use these tried-and-tested ways to achieve sales success:
1. Align the sales and marketing departments.
Superb Office Furnishings conducted an experiment in 2016 to examine if their sales and marketing divisions might become more closely connected. The results were outstanding in every regard. They discovered that when the sales and marketing teams worked together to achieve the same goals, it not only increased the company’s revenue by 24% in just two years, but it also increased brand awareness, filled the sales pipeline with more leads, and was the single most important factor in meeting the higher revenue target. Isn’t the fact that this number is so high a compelling reason to do the same with your teams?
2. Create a buyer persona and a profile of your ideal client (ICP).
One of the most prevalent reasons given by salesmen for failing to close a purchase is that they called the wrong individual. To avoid this, the first stage in any B2B sales process should be to do extensive research on the prospective pool of prospects and to define specific criteria for the ICP and buyer persona. These factors should include, among other things, the individual’s employment position, industry, company income, business objectives, key obstacles, and interests. It will be much easier for you to increase the number of sales transactions if you define the ICP’s features as thoroughly as possible.
3. Never underestimate the power of personalization
Personalization is key for efficient business-to-business sales, which we have discussed before and will do so again here. It allows you to create better email templates and sales scripts, as well as increase the quality of your services. It also assists you in gaining the prospect’s undivided attention. You will gain information about your prospective clients throughout the course of the ICP research, and the more information you have, the better the results of your future outreach attempts will be.
4. Take advantage of social media to pre-qualify prospective consumers
The goal of this stage is not to increase the number of consumers who complete the transaction. Rather, it is to provide the groundwork for future business contacts that have the potential to develop into productive long-term partnerships. When using social media as a lead generating tool, you should not expect every lead to go through the sales funnel.
Building a strong online presence for your organization that caters to B2B customers, on the other hand, will allow you to keep continual connection with potential clients. This might promote the establishment of more meaningful interactions, the sharing of relevant information, and, as a consequence, an increase in the number of repeat customers. They spend 67% more on average and have larger transactions than first-time buyers.
5. Develop an effective email marketing strategy.
Email marketing has a 4400% ROI, making it one of the most successful methods to engage with prospective consumers. Email marketing generates $44 for every $1 spent. Sending out frequent emails to your existing client base to keep them up to date on your company’s newest services and advances is a great technique (increasing customer retention).
Furthermore, they inspire new prospective clients to make their first purchase of your products. When utilizing this channel, you should take steps to avoid having your email wind up in the spam folder, since this has a negative impact on the amount of B2B sales conversions.
6. Make frequent use of the cold calling communication channel.
Despite popular belief, cold calling remains one of the most successful routes for converting leads when done correctly. In fact, 57 percent of C-suite and vice president-level B2B buyers prefer to be addressed through this channel.
So, why is cold calling effective? The major reason for this is because humans are inherently social creatures, and cold calling is the only approach that allows a personalized, real-time human contact between the salesperson and the prospect. If you know how to engage your prospects in conversation, you may anticipate a rapid increase in the amount of B2B sales you make during the cold call.
7. Include more video content.
Videos soon became a key component of the business-to-business sales process for a number of reasons, including the following:
They are fascinating and entertaining;
- they have a high return on investment (ROI);
- customers would prefer watch a video about a product than read about it, and
- employing videos enhances the probability of making a sale by 1.8 times.
This does not necessary indicate that you must create a YouTube channel as quickly as feasible. Send customised videos to your prospects’ emails (like our SDR did in the video below), or add some quick video content into your blog if you don’t feel ready to become a blogger just yet. If you are willing to share some of your business experience with a big group of individuals, you may even start teaching a webinar course.
8. Create case studies to illustrate the efficacy of past business relationships.
According to DemandGen study, 73% of buyers used case studies as part of their B2B purchasing decision-making process. Case studies demonstrate that your product delivers a unique value to your clients and that a prospective cooperation with you might be very beneficial for both parties if the appropriate circumstances are fulfilled.
As a result, if you have any successful instances that you are proud of, don’t bury them in a folder on your laptop; instead, do study on them and present the results to your audience. Check out some of our featured case studies to gain some inspiration for your own project.
9. Only present trustworthy information to prospective clients.
Customers of today’s contemporary B2B firms come in different forms and sizes, with highly unique expectations. As a result, expecting people to appreciate and participate with every piece of content you give is unrealistic. You may improve your outreach and boost the amount of sales conversions by segmenting your prospects based on their needs, industries, and positions. You can then providing those prospects just the material that is uniquely relevant to them.
SDRs, on the other hand, will be more interested in learning how to overcome the anxiety of cold calling. Marketers, for example, would like receiving an email with tips on how to enhance brand recognition, but SDRs will be more interested in learning how to overcome the fear of cold calling. It is advisable to avoid bombarding a prospect with articles that are irrelevant to their needs and instead present just content that is relevant to their wants.
10. Request references.
Even if they did an excellent job, sales representatives often fail to ask their consumers for recommendations. Its because they are either too afraid or too unskilled to do so. This is a major squandered opportunity. This is a tremendous error. According to a research performed by Google/TNS and Ogilvy, word of mouth is the single most significant factor in purchase decisions. This aspect is even more powerful than interaction with a vendor or a firm’s website.
Referrals are a chance for you to passively improve your future business-to-business sales. As a consequence, you will spend less time seeking to gain that prospect’s attention. When chatting with your customer, make it a point to always include this step in the dialogue.
Increase B2B Sales by Closing More Deals
The B2B sales process has seen considerable changes in recent years. However, you may still wield power if you do the following steps: become more aggressive; explore how to increase B2B sales for your firm in particular. Seek for new inventive strategies to generate more leads, and outsource your sales process to professional SDRs. Experiment with several business-to-business (B2B) sales strategies until you find the ones that provide the most effective and long-lasting results.