B2B sales can be difficult if you don’t have the right strategy.
You’ll be working to get more qualified leads Customers to keep your sales capacity healthy, while needing to fill that capacity well in advance due to long sales cycles.
B2B selling is also more than just a transaction; it requires complex sales strategies to convince all parties involved in the deal.
In this article, we’ll share with you four B2B sales strategies that have helped many of our clients overcome these challenges and stay in the game.
1. Strategic selling
Strategic selling was introduced bahrain phone number data by the Miller Heiman Group . It is a tactic that aims to help companies win complex markets through a scalable, knowledge-driven approach.
The essence of the approach is to identify the different touchpoints within the company you are prospecting, based on their influence on your sales process. Then, you determine the level of support these contacts can provide when making decisions within the prospected company.
For example, let’s say you Customers implementing comparison tables with aawp – amazon products in comparison want to sell a project management and automation tool to an enterprise. In this case, your first point of contact might be the operations manager or a marketing manager, who is looking for productivity tools to improve team efficiency.
After contacting them, you may realize that the marketing manager is the best person to promote the introduction of your software in the company, i.e. the “coach,” while the operations manager is the one who will make the actual decision, i.e. the “economic Customers buyer.” So you need to build your value proposition around the needs of the marketing department during the awareness phase. This way, you can start the conversation on a meaningful basis.
Then you provide the marketing g seo work manager with the kind of information needed to convince the operations manager. Or you make sure to get a meeting with the marketing manager and the operations manager, possibly accompanied by the IT manager, who will likely be the “technical buyer.”
With the help of the marketing manager, you make sure that the operations manager approves it and the IT manager gives his approval .
This is strategic selling.
Why does it work?
This strategy forces sales teams to go beyond the usual contact they make with the prospect. It encourages them to dig deeper into Customers the prospect’s organizational chart..
By doing their work on the full account, they can identify all the people who can influence or make decisions.
2. Selling solutions
As the name suggests, this B2B sales strategy focuses more on the prospect’s needs than the actual sales process.
More specifically, the salesperson focuses on diagnosing or helping to identify the prospect’s needs, challenges and goals.
Next, they recommend products or services that will help them overcome these challenges.