Selling has never been a very easy task in b2b industry. Marketers who have raised revenue through sales have taken proactive measures based on established sales strategies and tactics. So if you need to accelerate your b2b sales, you need to realize that it’s possible when you apply the right sales strategies that certainly work for your company.
Here are some of the most effective B2B sales techniques that will help you become more effective while closing the deals:
1. Generate Right Leads
Generating right leads is one of the challenging aspects of b2b marketing. More than 65 percent of salespeople actually cite this as the most difficult part of the entire sales process as shown in the below image.
It’s probably much tougher than qualifying leads and closing deals. While inbound marketing, social media and online presence are great and effective ways of generating leads, they also take a long time to work. Hence, you need to have a platform like SLN Solutions, if you want to generate leads in less time.
With SLN Solutions, you have access to more than 50 million business contacts around the world. To find your ideal leads, you can use our custom-build lists to easily filter them via their job title, location, industry, and other 50 criteria. You can also use SLN Solutions to find the right contacts in a company and enrich your existing data. Furthermore, we verify each record in real-time manually and test for accuracy. So all you need to do is contact SLN Solutions!
2. Paying Attention to Referrals
Referrals are the easiest prospects which can be converted quickly. Paying attention to your referrals is the best sales strategy for B2B marketing— because referrals already know what you’re offering and how it works. So if you want your business to grow as fast as possible while investing as little as you can, you need to ask people to tell others about your product or service.
Selling to referrals should be a top priority as sales personnel. Hence, develop a strategy to ask for referrals from the current customers. Identifying which clients are happiest with you will improve the chances of gaining a referral.
It may seem like a huge challenge to identify better customer advocates but using a simple Net Promoter Score (NPS) survey will help make the process a little easier. NPS is a customer loyalty indicator used across multiple industries to calculate how happy a customer with your product or service. NPS is decided by giving your customers a single-question survey that asks: How often would you recommend our company / product / service to a friend or colleague?
Respondents are asked to score their response on a scale of 1-10. Responses of 7 or 8 are classified as “Passive,” and scores of 0 to 6 are considered “Detractors.” If a customer replies with a score of 9-10, they are labelled as “Promoters” of your company. This community will most likely offer referrals. Using an NPS survey will help you find potential supporters and turn this channel of customer feedback into a growth referral engine.
Here are some numerical figures which illustrate – how sales efforts are effective with and without referrals:
3. Reach Your Customers via Cold Calling
With a growing trend towards technology and inbound marketing, cold calling is not very popular across sales teams. But, cold calling is still a great way to reach potential customers if you do it properly. You can get precise view on cold calling by looking at the following figure. Here, you can see how – a well placed cold call generated good results!
Before making a call, you will make sure that you bring relevant and helpful information to the discussion while performing profound research into a prospect. If you know their challenges before sharing them with you, right in the moment you will be able to propose solutions that suits to their requirements.
With access to right contact data you can move ahead towards cold calling. Now, you can fetch the required contact data like company telephone numbers and mobile numbers with SLN Solutions.
4. Create Perfect Emails
Don’t communicate with prospects through generic blasts of emails. Instead write your prospects personal emails, may be it takes some time but in the long run the personal strategy is going to pay off dividends. By looking at the following figure – you can see how personalized emails yield good results to b2b marketing campaigns.
Ensure all your emails are properly designed by constant checking. Use intriguing subject lines and pay particular attention to opening lines. Create, personalize, and optimize your emails for marketing. Get more of your emails opened and links clicked when you customize each email to each subscriber. For that, you can use our customized email data to send targeted marketing campaigns to the ideal prospects. All you need to do is contact SLN Solutions!
5. Drive more sales through Social Media
Currently most of the businesses are on social media. But, sadly, very few know how to do it properly.
However, you will get amazing results when social media is being used properly. Nowadays, 4 out of 10 sales representatives have closed between 2 and 5 deals directly using social media.
But, How to get started with Social Media?
Here is the way to start and outreach your customers at social media.
- Choose Your Platform
At Foremost, you need to consider one important thing: being great on a couple of social media sites is better than being average on all of them. Also, start your social media outreach with a clear goal and a great idea. That helps you to get answers for these questions:
- Who are the target audience?
- What should I look for to get more out of social media?
- What is my message about that?
- Where can I get my audience?
- At what point will they find my profile in the sales funnel?
If you’re new to social media, it’s important to find the right platform for your brand. Although Facebook has a mass appeal, LinkedIn can also generate leads more effectively in niche places. Likewise, there are many social media websites where you can showcase your products and services, but choosing the right platform that aligns with your website is crucial. Hence, find a balance between your audience’s location and your brand’s message.
To make you more clear about choosing the right platform for your brand, here we have mentioned the most effective social media platforms which can charge up your sales – based on user engagement.
- Do Research
When you know what you’re going to do and where you’re going to say it, research the competition. Also, track what your competitors are doing well, and find ways to make things better. If you are already using social media, check your position and find places to get better. Furthermore find and report impostor accounts as they could misrepresent your potential users.
- Set up a Schedule
We all know how vital it is for companies and individuals to have a presence on the social media for generating leads. The different social networks have different peak times when the most of their users are active. Hence, you need to post at these peak times if you want to reach as many of your audience as possible. But maintaining an active social presence without taking up a significant amount of your time and attention can be difficult.
With social media scheduling tools, it would be near impossible for a business to design and bulk schedule multiple posts at a time that suits to your business hours. Now you can operate your social accounts efficiently with tools of your choice to deliver your posts at the best times.
- Measure Results
Measuring the results of your social media campaigns is no longer only about likes, comments and shares. Instead, measure your social activities to determine in which marketing areas you’re getting success, and which need improvement. Also, use relevant hashtags, and conduct contests, in order to boost interaction and engagement
Here are a few guidelines for measuring your customers behaviors, based on a few common objectives in social media:
- If you want to measure engagement, look for metrics like retweets, comments, responses and participants. How many parties are engaged, how long are they involved and what forms are they participating in?
- If you want to drive traffic to your website, then track URL shares, clicks and conversions. Also, check whether people move to your external site through social media and track their activities once they’re on your website.
- If your goal is to find advocates for your website, then monitor the contributors and influence. Also, check who is interested, and what sort of effect do they have?
With a great social media strategy, you will significantly increase visibility of your brand and generate more qualified leads.
6. Targeted Mailing List Helps Increase Sales
The mailing list is the most crucial part of any direct mail campaign. While there are many ways to fetch mailing addresses of your customers, but fetching the right email data can make all the difference. Hence, you need to have targeted mailing lists to experience great response for your email marketing campaigns as well as increased ROI.
Although there are many agencies that sell email and mailing lists, but before buying you need to ensure that you’re getting the right email addresses of your customers. With SLN Solutions, you can build targeted email lists that perfectly suits to your marketing requirements. Moreover, we provide authentic data which is collected from credible sources.
Closing the deals is one of the most significant phases of sales cycle. It can describe you and your abilities in several different ways. A good salesman is someone who is excellent at successfully applying the best practices at the various stages of a sales cycle. Hopefully this guide will help you understand the better sales process aspects.
All of these sales strategies are proven and simple ways to grow your business and get leads in the best way possible. Keep the above mentioned sales tactics in consideration before you try some new, innovative sales tactics, and make sure you apply them as best you can. With enough and good practise, each of them will become your next best sales tactic!