A winning B2B sales strategy that closes more deals

Drive ROI with a smart B2B sales strategy

If you want to boost your sales without spending all your time and money, you need the right B2B sales strategy. 

What is a B2B sales strategy? 

A B2B sales strategy is a method to attract leads for your service or product and help them move through each stage of the buyer’s journey. 

To streamline your efforts, it’s important to not only find people interested in your solutions but also to make lead qualification a top priority. If your leads are unfamiliar with your company, not ready to make a purchase, or otherwise unqualified, then your win rate will fall, leaving you back at square one. By seeking out qualified leads, your sales team knows who to focus on helping through your B2B sales pipeline. 

Developing your B2B sales process

Step one: Build your target buyer personas

To kick off any effective B2B sales process, you need to pinpoint your target audience by creating a buyer persona for each type of prospect you target. To start, think about which industries need your products and services plus the relevant companies’ key demographics. You can jumpstart this process by looking at your past customers and gathering info about their company size, revenues, and other important stats.

Step two: Create your sales funnel

Once you have your buyer personas created, you’ll need to create a sales funnel for your marketing efforts. You can do so by exploring your target audiences’ typical buyer’s journey. Then clearly outline each step in the sales process. To create an effective B2B sales strategy, take an omnichannel marketing approach to advertise to your clients where they spend the most time.

Step four: Synchronize your sales and marketing efforts

When marketing and sales teams don’t operate in tandem with the overall B2B sales strategy, their efforts rarely result in success. They may focus their efforts on the wrong leads, fail to provide the ideal level of support through the buyer’s journey, or end up unable to close the sale. Thankfully, you can overcome these with regular meetings, employee reviews, and helpful software.

Step four: Equip your team with the right tools

When B2B sales companies use the right sales software they can easily increase their win rate without a huge investment. The best tools not only help generate qualified leads but also assist the team through the sales funnel and closing process.

Although customer relationship management (CRM) software is used most often, it only serves as a guide for the marketing and sales team to follow. A CRM doesn’t assist in tracking down leads, performing key lead qualification steps, or offering B2B sales planning assistance.

To complement your preferred CRM software, you need additional tools, like UserGems, that:

• Identifies past clients as future sales opportunities
• Helps determine when companies are ready to buy
• Lets you know when to contact each qualified lead
• Finds contact information for potential buyers

As the system identifies your qualified leads, your team can start guiding them through the sales funnel. At that point, they can employ effective B2B sales techniques that help each client move through the buyer’s journey.  

Step five: Put everything together in your B2B sales strategy framework

Once your tools help identify qualified leads, you can reverse-engineer the purchase process to best meet each client’s needs. Your B2B sales strategies and tactics should revolve around what your leads want while finding solutions to their challenges. Furthermore, your approach should highlight your products and services as the best solutions available in the industry.

You need to examine your buyer persona to explore how they interact with online ads, emails, and other marketing materials. Work backward through their ideal buying process to answer key questions that could lead to a great B2B sales strategy framework.

Key questions to ask include:

• Where does your target audience spend the bulk of their time online?
• How do they look for solutions to their business issues?
• Do they prefer social media to blogs or vice versa?
• Which social media platforms do they prefer if any?
• Are they receptive to emails from their favorite brands?

As you answer each question, you can zero in on their business pain points and identify how to solve them. Your answers will then guide your efforts in creating a B2B sales plan that your marketing and sales team can follow. 

B2B sales techniques to try

To get the best results, your marketing and sales team must apply the right B2B sales techniques to each client. 

Tailor your efforts by target persona

You likely have multiple buyer personas and they all address their pain points differently. So, it makes sense that your sales approach will differ depending on which clients they are trying to attract. Some might prefer to see a B2B sales presentation while others respond best upon seeing your ads everywhere they go.

Prioritize B2B lead generation and qualification

Your sales team needs to focus on lead generation to reach more of your target audience. But not all leads will turn into customers. In order to focus on the warmest leads, your team should develop a process for lead qualification. Luckily, there are tools to help. 

B2B tools to streamline your sales strategy

You can get the right B2B lead tools from UserGems, and then hook them up to your CRM to help with the rest of the sales process. Upon linking to your CRM, UserGems will instantly get to work in gleaning info from your existing customer databases. Then, as your past clients change jobs or get ready to make purchases, the system will flag them and let your sales team know that it’s time to get to work.

UserGems was built with an understanding of the future of B2B sales, allowing you to find qualified leads who’re already familiar with your brand. Your marketing and sales team can then focus on perfecting your sales funnel and closing deals, so you can become a leader in your industry.

If that sounds like what you need, schedule a demo call today to see how UserGems can help you boost sales and grow your business. You’ll join many other leading companies, like BrightTALK, Splunk, and Sisense, in growing your pipeline and achieving B2B success.