Business to business (B2B )sales strategies have changed drastically over the last decade – never mind its exponential growth in the last year alone. As every industry clings to the digital landscape, companies are quickly forced to adapt the hottest sales tactics on the market. It’s been like this for years. It only now became survival of the fittest.
Markitech (our made-up word for marketing technology) evolution is happening faster than we’ve ever known possible.
In this article, we examine several different B2B sales strategies that have proven extremely effective for multiple clients. We’ll show you how to apply them in your everyday B2B business process so you are ensured better revenue results tomorrow.
First, let’s look at how your current sales strategy compares to the competition. How do you stack up against your competitors when it comes to B2B sales strategies?
Get Into New B2B Markets with Social Media
B2B social media strategies are nothing new. But, if you’re just getting started with your B2B social media sales strategy, don’t worry: there are some simple steps you can take right now that will put you on a path toward success. And, it all starts with knowing where your customers spend their time online. Once you know that, it’s time to start interacting and networking with them! B2B businesses have several key networks they should be using, including LinkedIn (the most professional), Twitter (the most conversational), YouTube (the most visual) and Google+ (the least used but sometimes most useful). Each network offers unique opportunities for lead generation and business growth when used properly. Whether you’re looking for new clients or improving customer engagement, here are seven ways social media can help drive revenue growth for B2B organizations.
Maintain Existing Customer Relationships with a CRM
A CRM (Customer Relationship Management) system helps salespeople stay on top of existing customer relationships. A CRM could help a salesperson see when his or her last contact with a customer was, what that interaction was about, and what follow-up steps have been taken since then. In general, implementing a CRM can boost revenue by encouraging proactive communication with customers, leading to more closed deals. We suggest looking into a reliable CRM such as SharpSpring to aid in this process.
Make Your Sales Team More Effective with CRM
The term CRM (Customer Relationship Management) has been around for a long time. Technology, such as computer-based or web-based software, can assist with managing your customer relationships. But what good is all that information if you don’t know how to effectively leverage it? Learn how you can use CRM technology to optimize sales, nurture leads and gain insight into your customers. This will result in more repeat business, referrals and revenue. Most importantly, customer satisfaction levels improve when you give them exactly what they want at just the right time. You can reap many benefits by leveraging effective B2B sales strategies that harness each customer contact point – whether through email marketing or traditional forms of communication – to drive revenues quickly with less money spent on costly advertising campaigns and/or expensive cold calling initiatives.
Learn from Other Industries
Understanding sales strategies that have been proven effective over time will help keep you on track with your lead generation efforts. While different strategies can vary wildly depending on a business’s target audience, there are some tried-and-true practices that tend to work across industries. For example, providing useful content that speaks directly to customers’ pain points is a smart strategy for B2B marketers looking to generate leads. In fact, we recently wrote about seven types of content that businesses should use to attract more leads. These include: educational white papers, quizzes and interactive material, demos or live streaming events (for products), product information sheets (and helpful how-to documents), checklists/tip sheets/cheat sheets, articles by thought leaders in your industry (or influencers who write about related topics) and microsites dedicated to educating visitors about key industry terms or trends.
To create a B2B sales strategy that works, you need to get deep insight into your prospects’ needs. There’s no way around it—you have to really understand them. The best way to do that is by narrowing your scope: Specialize! Create a niche-specific content strategy where you target individual niches, providing expert tips and resources on topics they care about most. You’ll not only win their trust (and sales), but you’ll also build a solid reputation as an industry leader in your field. Who knows? This may be just what propels you to industry superstar status—which doesn’t hurt when negotiating higher commission rates!
Build Your 2022 B2B Sales Strategies Around Super Partners
Once thought of as an old school model, resellers are making a huge comeback—thanks to their massive purchasing power. In fact, Gartner predicts that by 2022 more than two-thirds of B2B purchase decisions will be made collaboratively. With so many moving parts (suppliers, channels, technology providers) keeping them on top is no easy feat. That’s why it’s important for sales leaders to turn their attention to Super Partners—the players with enormous buying power who act as key influencers within a niche industry. How do you spot these partners? Put yourself in your buyer’s shoes: If you were looking for new infrastructure software, which companies would you turn to? Knowing how your customers think can be transformational when it comes time to make new business connections.
Ready to get started, or have additional questions about B2B sales strategies? Feel free to reach out to Revvnue’s team of experts for a FREE consultation >> Contact us today!