If you’re a business owner in any industry and you’re looking to grow your business-to-business sales, then these five tips will be invaluable. These tips provide simple and straightforward advice that any entrepreneur can use to increase their bottom line.
How well do you understand the process of B2B sales? If you’re like most people, it’s not very well. Unless you have a firm grasp on the way B2B sales work and the best way to find gaps in your current industry, it’s going to be a bit difficult for you to figure out how to maximize sales in the process.
Business-to-business sales can be a tricky thing. You have to know your product well, understand the needs of your client, and figure out how to communicate effectively with them. But it’s not impossible!
It turns out that there are six stages in the process: discovering, defining, developing, delivering, deploying, and governing. The first step is discovery – but before we get into that stage let’s take a quick look at what B2B sales really means. It stands for “business-to-business,” which means it involves two businesses interacting with one another to complete a transaction or exchange services or goods. This can be anything from an outsourcing agreement.
1. Put the customer experience at the center of the B2B sales strategies
The B2B customer usually begins the journey in search of solutions on their own and anonymously. From a marketing point of view, the digital assets of B2B brands play a crucial role: they will not close the sale because commercial work is irreplaceable, but they do open the door for the customer to learn and find the solution they need.
The situation generated by the pandemic has drawn new buyer’s journeys and unusual behaviors on the part of B2B users, which are already integrated into the new normal. For example, 57% of those surveyed in the Adobe 2021 Digital Trends Report said they had seen very strong growth in new customers through the brand’s digital ecosystem.
To achieve this new user profile, B2B brands must not only study in depth the changes produced in the Buyer’s Journey but also adapt the online experience to these changes and enable the necessary technology to accompany the customer. Username. For example, according to Forrester predictions for the year 2021, more than a third of B2B users consider chatbots and live chats to be a very relevant tool in their buyer’s journeys.
2. Innovate in the creation of quality content including new formats and perspectives
According to a Showpad study, B2B users spend an average of 20 hours researching solutions and vendors before contacting a salesperson, so product information on the web is crucial at that initial moment. In addition, almost half say that having a website with useful and personalized content is essential.
Therefore, the focus of the content marketing strategy and the quality of the pieces are essential to channel B2B sales. As in the case of B2C marketing, audiovisual formats have made their way to B2B marketing, especially in the form of webinars or live broadcasts. Product /service comparisons with those offered by competitors and information on sustainability are also very useful since it is an aspect that is increasingly valued by customers.
3. Establish the link between data and marketing actions
The data by itself has no value, but it is the knowledge that is extracted from it that really makes the difference. Many B2B brands suffer from operating with silos of data, that is, their business systems work divided, and it is not always easy to implement effective information flows that allow access to a global vision.
In this context, the data management strategy focuses on obtaining quality insights by unifying data sources. The benefits of executing this effort in B2B environments are numerous, as it helps you make your marketing investments smarter, measure the performance of each channel accurately, and be able to stay ahead of the competition by having relevant information more quickly.
4. Position empathy as a key value in B2B sales processes
When thinking about B2B marketing, what is the first color that comes to mind? What is gray? Exactly. The technical terms, dry presentations, and flat design so common in these types of businesses have stripped many B2B brands of excitement. However, empathy is one of the strengths in any B2B sales process.
When users reach the brand, many times they have started the purchase process anonymously and looking for products or solutions but, even so, they want the company to know who they are, what they do, and what their main objectives and needs are because from that empathy a relationship of trust is born with which they feel identified. Therefore, personalization in interactions with the brand, even if there is automation involved, must take into account the Buyer Persona and the moment in which each type of user is.
- Empathy with the customer is crucial in the context of B2B sales
- A new generation of users leads B2B sales
5. Focus on Autonomy
For this new generation of B2B clients, autonomy in the supplier search and selection process is an established ritual in which online inquiries are combined with recommendations from other colleagues in the sector and through word of mouth.
Therefore, B2B brands must adapt to this new scenario through different techniques that are able to capture quality leads and convert customers into brand ambassadors. If you are looking to grow your B2B sales, you need to focus more on autonomous processes. This is only possible when you start exploring your business boundaries and look for sales solutions online.
Your aim should be to provide quality opportunities and solutions to your B2B clients at affordable prices. To do this, you need to use a marketplace in order to get in touch with buyers and suppliers from across the globe! It’s a fantastic way to grow your business and expand your horizons quickly!
