B2B sales and marketing plans require a little more strategy than selling to consumers. You have fewer leads to work with and generally more at stake when trying to close a deal. Here are a few B2B sales tips to help you rise above the competition.
Sales Tips For B2B:
Do Your Research
Understand your leads and their business model. This may seem like a simple B2B sales tip, but it is an important one. Spend some time on their website and check out their blogs. Get the inside scoop on their business by signing up for their newsletter. If their company is active on social media, follow them. If not, target and follow a lead within the company. Blogs and tweets tell a lot about a company’s priorities and culture. If you want to sell to them, you need to get to know them.
Gathering information about your leads is only the first step. If you want to be successful in B2B sales, you need to use that information to customize your solution to their business. If you are using the same pitch for every lead, you are not maximizing your chances of making a connection with your B2B leads.
Make Yourself Useful
This is a B2B sales tip that everyone needs to learn. When calling a new B2B lead you already have one major factor in common: you are both in business trying to increase profits. Use this simple goal as a rallying point to build your relationship. Present your company as an empathetic business partner who understands their problems and helps to solve them.
Let Them Do The Talking
Business owners and managers are busy people who don’t have time for long pitches and well-drawn out conversations about your product or solution. However, they tend to forget about their busy schedule when given a chance to tell you about their business. Remember, they are in business too, and talking about their business should be a very comfortable task for them. This is an excellent opportunity to learn more about their company and uncover potential opportunities for collaboration. Learning more about your B2B leads and giving them an opportunity to tell their story will help you establish a relationship and tailor solutions that will bring value to your clients, and in turn generate profits for yourself.
Read the original post from Sales Evolve here: http://www.salesevolve.com/2014/05/four-simple-b2b-sales-tips/
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.