Sales are always evolving, adapting, and changing with the times and prevailing industry trends. There are so many conventions, learning platforms, gurus, and courses both online and offline that revolve around the topic of sales and how it’s evolving simply because experts in the field are trying to keep up with the industry shifts. Unsurprisingly, B2B sales are also changing, and nowadays it’s quite different from what it used to be back in the day.
Cold-calling is virtually outlawed, research prior to reaching out to a prospect is imperative, the use of technology in sales is paramount, and “always be selling” is no longer a viable mantra. And so, you are forced to adapt in order to stay relevant, sell more in a saturated market, and potentially stay ahead of your competitors. Let’s make this challenge a bit easier by going over the best ways you can make B2B sales more successful for your company.
It all starts with prospect research
Nowadays, people want a tailored service and tailored results. This means that companies that are trying to sell cookie-cutter solutions don’t stand a chance with modern clients, which is also your golden opportunity to show your prospects that you’re different from the competition – not only do you care, but you’re also all about meeting the unique requirements of every client you work with. This is what they’re looking for, but that also means that you need to do your research before getting in touch with prospects.
Proper research is necessary if you are to reach out to a prospect with something truly valuable in your offer – otherwise, what separates you from the rest in your field? When you research a potential client thoroughly, you’re able to identify their needs and pain-points, and craft an offer that directly addresses their challenges head-on. They’ll love your commitment and your proactive approach, and you’ll get a long-term client – so do your research first.
Talk to clients and ask meaningful questions
Once you get in touch with prospective clients, you should start asking all of the right questions, or risk losing their interest for good. This goes double for your existing clients, because you need to remind them that you care about their business, and are willing to adapt in any way you can to accommodate their needs. After all, the success of your business relies on the success and growth of their company. With that in mind, it’s important that your questions are relevant and that they extract valuable information from your clients.
Focus on open-ended questions that will deliver meaningful answers, because these will allow you to craft better offers that are tailor-made for the client in question. Remember that questions that can be answered with a simple yes or no are not conducive to innovation or brainstorming. For example, instead of asking your client if they are satisfied with you, try asking them what else you can do for them right off the bat – it will make all the difference and allow you to sell more over time.
Let technology lend a helping hand
Of course, it’s imperative that you take your entire sales department into the 21st century by implementing sales tools that allow you to make all of your sales processes more efficient, effective, reliable, and productive in the long run. Take the manufacturing industry as a prime example of a sector that is undergoing a rapid digital transformation.
The manufacturing industry is becoming increasingly competitive around the world, which has prompted business leaders in the sector to start integrating innovative tools such as ERPAG that have all of the features necessary to run an efficient operation on a centralized cloud platform. No matter the industry you operate in, be sure to integrate a tool that will allow you to handle everything from sales and CRM to inventory management and your entire supply chain and more so that you can always stay one step ahead.
Focus on educating your clients
For the most part, clients don’t really know what they want. And even if they do, they aren’t sure exactly how to get it, or they’re not quite sure if your offer will meet all of their requirements. Your job is to put all of their doubts to rest and help them craft a concrete strategy that will make them realize that you are the best and only choice. Educate your prospects so that they buy from you, and continue educating the business owners you work with so that you can continue selling to them, and even start selling more over time.
Track your metrics and adapt
And finally, you can’t know if your sales strategy is bearing fruit if you don’t monitor your KPIs on a regular basis. You need to make sure that the strategy is cost-effective, so make sure to monitor key metrics such as total revenue, new conversions, recurring sales, revenue by product line, revenue by market, revenue by the client, cost of client acquisition vs. retention, client lifetime value, and more. These and other key sales metrics will allow you to oversee your entire sales process, and quickly adapt in order to improve your sales quickly.
B2B sales are a complex process, but nowadays it has become a real challenge for companies operating in extremely competitive environments. Don’t let your competitors overtake your part of the market, instead, use these tips to boost your sales and take your company forward as a whole.