• B2B Sales Tips Every B2B Sales Rep Should Follow

    Posted On Friday, April 28, 2017 by Robert Smith

    Looking to increase B2B sales performance? Here are some simple tips that can help.

    Target the 'Decision-Makers'

    In the realm of B2B sales, not every prospect has the authority to buy a product or service for his or her company – and that's okay. While there's nothing wrong with promoting your B2B product or service to these prospects, you should focus your sales efforts on the decision-makers. These are the prospects who do have authority to make purchases, making them the ideal candidate for your sales efforts.

     

    Identify Prospects' Concerns

    There's usually a specific reason why a prospect rejects an offer. Maybe it's because the pricing is too high, or perhaps the prospect is interested in buying at a future date. Regardless, you should try to identify the reason when a lead rejected your initial offer. Even if you are unable to convert the prospect into a paying customer, knowing this information can help you convert other prospects in the future.

     

    Include Call-to-Actions in Emails

    Assuming you use email to promote your B2B products or services, you should include a call-to-action (CTA) in your messages. Whether it's a “buy now” or “contact us today to learn more,” CTAs such as these trigger a visceral reaction when read, increasing the chance of the prospect taking action and hopefully buying your product or service. Just remember to include them in a clear and easy-to-see area of your emails.

     

    Verify and Validate Sales Leads

    It's a good idea to get into the habit of verifying and validating your B2B leads on a regular basis. Go through and check the information contained in your leads – name, address, phone number, etc. – removing any erroneous leads. Allowing these leads to clutter your database will only consume additional time and energy while offering nothing in return. This alone will make a huge difference in your ability to target prospects in an efficient manner.

     

    Include Testimonials

    Don't underestimate the power of testimonials in B2B sales. If other customers have praised your product or service – or business in general – why not let other prospects know? Testimonials are unmatched in their ability to instill trust and confidence in prospective buyers. They provide an unbiased perspective into a company, which prospects can use to determine if the company is right for them.

     These are just a few tips to increase B2B sales.

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