A winning B2B sales strategy that closes more deals
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B2B Sales Strategy
If you want to boost your sales without spending all your time and money, you need the right B2B sales strategy. So, what do B2B sales mean? B2B sales is a scheme to attract interested leads, and then help them move through each stage of the buyer’s journey. Once they reach the end of the sales funnel, you must effectively close the deal or risk losing the sale and wasting all your efforts. B2B sales and marketing tools are incomplete without a B2B sales strategy.
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 process flowchart. Although finding new customers is always important, you can get more qualified leads by promoting repeat business.
As you dig into your existing contact database, you can revitalize past customer relationships as those individuals change roles or join new organizations. Since they’re already familiar with your products and services as leading solutions in the industry, they’ll be more receptive to purchasing from your company.
Unfortunately, they’re likely to spend 70% of their budget within 100 days of switching to a new company. So, you must act fast to land the sale. Otherwise, your competitors could swoop in before you have a chance, especially if they’re already getting qualified leads with UserGems.
UserGems software 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. To find out what B2B sales mean, look at this guide.
B2B Sales Process
If you look closely at the B2B sales definition, it clearly points to the creation of a marketing strategy that speaks to the needs of both businesses. When marketing your products and services to other businesses, you are looking to complete sales. Your target companies, on the other hand, need to solve their challenges with your products and services, otherwise, you’re barking up the wrong tree.
So, to kick off any effective B2B sales process, you must identify the companies that need your products and services the most. These companies are your target audience. But not all are qualified leads since you don’t know where they are in the buyer’s journey or if they have enough brand recognition to proceed with their purchase.
Before you can find qualified leads, you need to pinpoint your target audience by creating a buyer persona for each type of client you might serve. 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.
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, and then clearly outlining each step in the sales process. To create an effective B2B sales strategy, McKinsey & Company urges you to take an omnichannel marketing approach to advertise to your clients where they spend the most time.
You can then share your sales strategy presentation with your team to get everyone on the same page. All your marketing and sales gurus need to know about your target audience and sales funnel to take the right approach. Meanwhile, B2B sales strategy McKinsey is one of the effective sales schemes on the shelves.
B2B Sales Strategy PDF
When marketing and sales teams don’t operate in tandem with the overall B2B sales strategy PDF, their efforts rarely result in success. They may focus their efforts on the wrong leads, fail to provide the perfect 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.
When B2B sales companies use software to guide their team to greatness, they can easily increase their win rate without a huge investment. The best software 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 software 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 and B2C sales techniques that help each client move through the buyer’s journey. This approach lets the qualified leads remain in control of their experience with your brand while moving closer and closer to making a purchase.
B2B Sales Strategy Framework
Once your software 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. Once you understand how the B2B sales strategy framework works, you can go ahead to prepare a B2B sales plan template.
B2B Sales Techniques
To get the best results, your marketing and sales team must apply the right B2B sales techniques to each client. As you found in the prior steps, 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 PPT while others respond best upon seeing your ads everywhere they go.
Beyond that, your sales team needs to focus on lead generation to reach more of your target audience. Otherwise, you may lose at least 20% of your lead database year after year. Your B2B sales methodology will come into play here, too, by helping your marketing team know where to look for businesses interested in your products and services.
Then, they can use their software tools, like UserGems, to find the right points of contact at those companies. To secure the sale, they must find the person in charge of purchasing. Otherwise, they may hit a dead end and have to start from scratch in finding qualified leads, which is not a great B2B sales strategy for startups. Thankfully, they can keep more money in your pockets by using the right tools and following the sales strategy framework to find and convert leads.
B2B Lead Generation Strategy
In the end, any B2B sales strategy book demands both lead generation and lead qualification to get the right mix of active prospects. The B2B lead generation strategy must focus on both new customers and existing clients.
After that, you must focus on the B2B customer journey. McKinsey & Company always talks about helping your team reach their goals. Your marketing and sales experts need a full and complete sales pipeline to follow from lead generation to closing. To provide that, you need the right B2B sales tools on your side.
Thankfully, you can get all the right B2B lead generation tools from UserGems, and then hook them up to your CRM to help with the rest of the sales process. You can also provide your team with B2B sales techniques PDFs, PPTs, and other publications that highlight all the key steps.
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.
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. With that move, you’ll join many other leading companies, like BrightTALK, Splunk, and Sisense, in growing your pipeline and achieving B2B marketing success.