Whether you’re an experienced business-to-business (B2B) salesperson or just getting started, it’s important to understand your responsibilities and the role you play in the big picture of your company’s sales funnel.
This includes the different types of sales techniques, like prospecting, closing, and account management that make up an effective B2B sales campaign. Here are the basics of business-to-business selling from A to Z so you can understand what it takes to close deals in this competitive industry.
A is for Awareness
In order to sell your product or service, you first need to generate awareness about what it is that you’re offering. The best way to do this is through marketing. You can use various marketing channels to reach your target audience, such as online advertising, PR, content marketing, and social media. Market research can also help provide insight into how to go about generating more interest in your company’s offerings.
Mapping out a strategy for the next phase of business development – finding qualified prospects – is key for any successful business-to-business salesperson. Once you’ve found prospects, it’s time to take a deep dive into their business needs so that you know how to position yourself as the solution they’ve been looking for all along.
B is for Buyer Persona
In order to create a successful sales strategy, you need to have a clear understanding of who your target buyer is. This means creating a buyer persona, or a fictionalized representation of your ideal customer.
To do this, you’ll need to consider things like their age, gender, location, job title, and pain points. Once you have a good understanding of your buyer persona, you can start tailoring your sales pitch and approach to better meet their needs.
C is for Closing the Deal (five sentences) Now that you know who your target customer is and what they’re looking for, it’s time to start closing some deals! The best way to do this is by offering them something of value that meets their needs.
C is for Competitor Analysis
In business, it’s important to know who your competition is and what they’re up to. This is especially true in sales. After all, if you don’t know who you’re up against, how can you win the sale So now that we’ve gone over the basics of business-to-business selling, let’s talk about this C for Competitor Analysis.
It may sound like something that doesn’t have much to do with making a sale, but competitor analysis is actually one of the most important parts of an effective marketing strategy. It’s a key part of any company strategy since understanding who your competitors allow you to better understand where your customers are coming from and how best to approach them.
You should always research as much as possible about competitors in order to understand their strengths and weaknesses so you can either improve on them or work around them with other strategies. You also need a clear understanding of what their customer base wants so you know which strategies will work best for getting into those markets.
D is for Data Analysis
In order to be successful in business-to-business sales, you need to be able to analyze data. This means understanding what the data is telling you and using it to make informed decisions about your sales strategy. The ability to analysis data will help you identify trends, understand your customers better, and make more effective decisions about your sales goals.
E is for EmployeePartner Engagement
Employee and partner engagement is critical for success in any business, but it’s especially important in businesses that rely on B2B sales. After all, your employees and partners are the ones doing the selling! Here are a few tips for ensuring that your team is engaged and productive
F is for Follow-Up Frequency
How often should you follow up with a lead The answer, unfortunately, is not as black and white as we’d like it to be. In general, the more complex the sale, the longer the sales cycle, and the higher the price point, the less frequently you should follow up. For example, if you’re selling a $10 e-book, you may want to follow up weekly. If you’re selling a $10,000 software solution, you may only need to follow up monthly.
G is for General Displays of Enthusiasm
General Displays of Enthusiasm, or GDEs, are a critical part of the B2B sales process. After all, if you’re not enthusiastic about your product or service, why should your potential customer be GDEs can take many forms, from a simple smile and firm handshake to an impassioned pitch or rousing product demonstration. No matter what form they take, GDEs must be genuine and convey your excitement about what you’re selling.
H is for Hunting Big Game
When it comes to B2B sales, hunting big game means going after high-level executives at large companies. This is the top of the food chain when it comes to business, so you need to be prepared. You’ll need to do your research, have a solid pitch, and be able to answer any questions that come your way. But if you can land a meeting with a bigwig, it’ll be worth it.