There’s no doubt that things are a teensy bit tough at the moment, in B2B as much as anywhere. And it’s always the way that we feel the biggest pinch in sales, just when we need it to perform its socks off.
So we thought it was a good time to revisit some of our hottest b2b sales strategy tips – they’re more relevant now than they’ve ever been. Here you go:
Do your homework . Find out everything you can about the company you’re calling, and the person you need to talk to. As always, Google is your friend here, but don’t forget industry contacts and publications too. Even the organisation’s receptionist can be a mine of information when handled correctly.
Select your prospects with care. Are you focusing your attention on the right companies? Choose high-value customers whose needs are most likely to match your value offering: you’ll find your sales budget goes a lot further.
Seize every opportunity to gather information. Wherever you get a chance to ask a question, do it! Who is the person you need to talk to? Who is their current supplier? When are they planning to review suppliers? Make a note of what you learn and keep it for later.
Be prepared for questions. And if you don’t know the answer, a follow-up is fine.
Use clever closing-techniques. Ones which allow you a chance to follow-up are a great idea.
Lose graciously. If you lose the sale, do it with a smile. Stay polite and human, and try to focus on what you’ve learned: you’ll never walk away empty-handed.
Want to learn how inbound marketing can get your sales pipeline flowing even faster? Download The quick-start guide to inbound marketing for technology companies today!