Are your fellow B2B sellers eating up all the business in your segment? Never mind, a huge deal can bring all the change you need! SalesTech Star has some tips to help you qualify and close more deals:
Know the Decision-Makers, They Are Now Younger
Familiarize the decision making processes within the target organizations to identify the individuals you need to engage. While it is imperative to engage multiple points of contacts in a B2B Sales journey, never lose focus on people who matter.
According to Google, as of 2015, around 46 percent of B2B buyers were under 35 years. Companies have trickled down the responsibility of decision making to non-C suite employees. Around 80 percent of the decision-makers in B2B buying processes are non-C-level executives. This is why even a bad website UX experience can hit your sales.
Profile your Prospects, Stay updated with CRMs
Your prospective buyer could be your HR manager’s college mate. If you are unaware of this detail while dealing with your customer, you fail to engage the influencer or other crucial factors within your organization to make a deal work. This makes it important to know your prospect before engaging them. You will have to mine social media, websites, emails and even references given on LinkedIn to know your prospects well.
Tech tools for surveillance
Linkedin Sales Navigator, for instance, helps you track the whereabouts of customers. Even after you close the deal, you can maintain the data of relevant customers for repeat sales. CRMs can now sync details from social media if your contacts moved to a different company or changed their contact details.
Read More: Salesloft Now Automatically Syncs Your Contact’s Linkedin Data On CRM
Keep Prospecting, Pick Best Buyers
You won’t have to compromise by throwing a discount if you have too many qualified leads in your basket. This is why you should never stop prospecting.
Keep Your Sales Pipeline Full By Prospecting Continuously. Always Have More People To See Than You Have Time To See Them, says Brian Tracy, a reputed Canadian Sales Coach and motivational speaker
What is Sales Prospecting?
Sales prospecting is simply the process of identifying new customers. The process in most setups these days should involve a dedicated representative making calls or sending emails to leads to create a database of prospective customers.
Rank your prospects
With AI-powered tools, you can rank your worthy prospects with analytics tools before approaching them. For instance, the Salesforce Einstein Analytics can rank your prospects by ensuring they are closer to your best customers.
Align Your Product With Buyer’s Goal
Ask Your Customers: Make sure your customers know exactly what you mean. Ask customers if they understand what you’re saying. Use positive language, stay cheerful no matter what, and never end a conversation without confirming the customer understands and is satisfied. #cx pic.twitter.com/zF2LysJ1kP
— PURE CX (@PURE_CX_) December 5, 2019
None of the tools or tactics mentioned until now will help close the deal unless it solves buyers’ problem. Familiarize yourselves with the products and possible problems the buyers may face. Ask them whether they have used any similar product to solve these problems. The Golden tip most sales gurus have to offer is that you should provide multiple solutions for each customer.
Familiarize Your Face
Inside sales is great and needs to be a priority. However, high-value B2B sales need face-to-face conversations that are online or offline. Most of the popular CRMs have an integration that allows video call from platforms like Skype. Corporate Video and Audio contents featuring sales team can be shared via platforms like UStudio which are integrated into CRM
Call Happy Customers for Referrals
If the product and service you arranged, met the buyer’s expectations you have already earned a happy customer. Every feedback call made to a happy customer can end with a question like- “Do you know anyone who will be interested in our product?”.
Now that you read all these tips, start prospecting and asking around. As Mark Twain once said, “The secret of getting ahead is getting started.”
Read More: The Killer App In Digital Transformation Is ‘People’
