B2B businesses have unique challenges, including long sales cycles and many decision makers to reach out to. Are you struggling to break
through with your audience or figure out how to use your time effectively?
Are you having trouble understanding how to best drive engagement with your B2B audiences? If you’re wondering how to increase B2B business, try some of these sales techniques and tactics for growth.
What are the best sales techniques to try for your B2B business?
#Know your audience
More specifically, make sure you research the companies you’re reaching out to. What are their pain points? What are their potential challenges? Having a firm understanding of this can help you effectively engage with leads. You can even subscribe to your target account’s own marketing materials, blogs, or newsletters so you can get a better sense of how to communicate to them as a brand.
#Respect your prospect’s time
Part of the reason that customer research is so important is that when you start outreach – through calls or emails – you’re making sure that you’re connecting them with relevant information and not just sales fluff. You want your conversations and interactions to be impactful from the very beginning, which can only happen with some communications fine-tuning through research.
#Share customer success stories and case studies
Testimonials are a powerful tool. Whether you share customer reviews or business case studies through marketing automation efforts or as a direct outreach from a sales rep, B2B customers will have a better understanding of the validity and application of your product or service, potentially creating more conversions.
#Be an expert
It’s not enough to be knowledgeable; salespeople need to be experts. They need to know product lines inside and out and also have a deep understanding of why that product is the best solution for those customers. Be able to show clients product demos is a powerful way to connect with customers and gives them the opportunity to not just see your solutions in action, but also to ask questions. Plus, while product demos are a great way to showcase the features of your product, it’s also the best way to highlight why that product is the solution for their specific pain points as a business. This context is invaluable in helping to increase B2B sales.
#Be customer serving and solution oriented
Salespeople are also in the business of customer service. That means engaging with clients on pre-purchase questions and concerns to post-sale complaints. Responding in a timely fashion to direct calls and emails is crucial in retaining customers and ensuring future business, but it’s also important to monitor social media to be able to head off any potential problems that don’t come directly to you.
#Prioritize sales enablement and marketing alignment efforts
Meet with your marketing team as often as possible. Working closely with marketing gives you an opportunity to share that collateral you need to be developed to help support their efforts, as well as to give feedback on leads and overall marketing engagement. Working with them keeps everyone on the same page about goals and helps them support both specific sales goals and overall business objectives.
#Revisit old leads
The B2B sales cycle takes much longer than B2C. Sometimes you’ll talk to a lead who can’t commit to a decision until next year. Don’t lose touch. Circle back with automated email outreach and semi-regular calls that help keep you and your brand top of mind as they get closer to reaching their decision time.
While the sales techniques that your business uses will depend on the overall goals of your organization, it’s helpful to be able to give struggling sales teams some guidance and suggestions as they move through the process.