Every company has a unique sales strategy and approach, whether selling directly to consumers or business-to-business (B2B). During my career as a Customer-Centric Growth, Sales, Marketing, and Digitisation Strategist, I’ve developed several sales strategies and learned that even businesses that pamper their sales strategy can see varying results. In this article, I shared b2b sales techniques that can be used by yourself or your sales team to develop a more effective and efficient sales strategy.
What is a sales strategy?
A sales strategy is the series of steps that a salesperson takes in order to generate leads and convert those leads into customers. The goal of any good b2b sales strategy is to generate qualified prospects and convert them into paying customers. To do this, you need an understanding of how your product or service meets the customer’s needs, as well as how much they’re willing or able to spend on it.
Here are a few simple steps you can follow to develop a great b2b sales strategy.
Know Your Target Audience
One of the most important things to know about your audience is who you’re selling to. To create an effective b2b sales strategy, it’s essential that you have a firm understanding of who your buyer persona is and what they want.
- What are the problems that they face?
- What are their goals?
- Do they have any objections or misconceptions about what you offer?
Define Your Unique Selling Proposition
A Unique Selling Proposition (USP) is the reason why your company should be chosen over all the other options out there. In order to create a successful sales strategy, you need to know what your USP is and how it will help potential customers. If you have no idea where to start, ask yourself these three questions:
- What makes my product or service different from everyone else’s?
- What do I want my customer’s experience with me to be like? How does my company make people feel about themselves?
- What am I going to give them that they can’t get anywhere else?
Set Goals and Objectives
So you have your product or service and now you’re ready to sell it. The first step is setting goals and objectives. What are the primary goals of your sales strategy? For example, do you want to get more leads, increase conversion rates, improve customer retention, etc.? Objectives are actions that will help you reach your goal. These should be specific and measurable.
Develop Key Messages
You can’t sell what you don’t have, so the first step is to show your prospects that you are here to help them. – To do this, offer free consultations with no obligations. This will give your prospects the chance to see if you’re the right fit for them, and also tell them what you can do for them. – Be sure to find out what their business needs are before trying any pitches or offers on them.
Implement and Test
Create and implement an effective b2b sales technique. Find out what your target market wants, then find ways to deliver that message through communication channels such as email, direct mail, phone calls, or other methods. To start testing your strategy and see if it’s working, consider following up with prospects via email within 24 hours of meeting them in person. If they don’t respond after one follow-up attempt, move on–either they’re not interested or you didn’t make the sale because you missed something during the conversation.
Evaluate and Adjust
Your b2b sales technique is not set in stone. It needs to be adjusted and evaluated regularly as your company changes and grows, as well as when you’re targeting different types of customers. One of the most important things about your sales strategy is recognizing that it’s not just about what you want—it’s about what the customer wants.
The benefits of sales strategy are clear. With the right strategy, you will be able to increase customer satisfaction and grow your business faster. Just remember that sales strategy isn’t one-size-fits-all. What works for one company might not work for another. But armed with these tips, you’re ready to go out there and create an effective sales strategy that will work best for you.