11 Secrets To Be Succesful in B2B Sales

Dear Network & LinkedIn Connections,

Just put a cup of tea and thought of helping you with B2B Sales today.

Focusing on the customer is the main strategy (63%) to achieve competitiveness, according to a study carried out by KPMG on the perspectives of top management in Mexico. Companies that carry out this strategy are 38% more likely to report an increase in profitability, compared to those that do not focus on the client, according to another study by the same firm.

The needs of consumers have changed. This was evidenced by a study on consumer behavior called The New Multidimensional Customer, stating that consumers need brands to know them, understand their needs and context, and add value to their experience.

Companies must work with a focus on the client, to build lasting relationships, based on the understanding of their needs and expectations.

11 factors to be successful in B2B sales

These factors will help you be a successful B2B marketer:

1. Technical knowledge

Having a high technical knowledge of the product, the processes and the sector, generates credibility. It makes it easier to solve customer objections and propose viable ideas.

2. Negotiation

Negotiation is a key competency for a B2B salesperson. You will frequently have meetings with managers of large companies, purchasing managers, and expert negotiators.

3. Communication

A good B2B salesperson is skilled in oral, written, and bodily expression. Persuade through words, transmit security and convince.

4. Trust and empathy

In B2B sales, the seller is to generate an environment of trust and empathy. Know the client’s company, the company it represents, the union’s news and even current news in the country, in the world and general culture data.

This will allow you to have conversation topics, break the ice, know the customer’s position on different aspects and find links between those aspects and your product or your company.

5. Emotional intelligence

Success in sales requires emotional intelligence, to know how to react correctly to frustration, anxiety, fear, failure and everything that a seller’s day-to-day life may imply.

6. Knowledge of the client

Knowledge of the customer provides a competitive advantage, because it allows to be more assertive in the value offer. Use sales CRM software and classify leads so you don’t lose sight of important details.

7. Proposal

It presents 3 options, contemplating different scope and budget. In this way, the client will be able to choose the proposal that best suits their needs.

8. Value content

Offer your current and potential customers relevant content and according to their needs. This takes you a bit out of the profile of a seller who is only interested in closing a sale and takes you to the level of the consultant, who wants his client to grow, solve his problems and is willing to accompany him at every stage of the B2B sales process.

9. Omnichannel strategy

Your sales strategy must be omnichannel, consistent across different channels and platforms. The client must be treated in the same way, regardless of the channel they use to contact you.

10. Success stories and metrics

This type of client needs arguments supported in metrics and success stories, to move forward with greater peace of mind and make a decision.

11. Closing of sales

Keep in mind two key factors: the first is, go to the person who makes the decision and the second, close the sale in person. Do not try to save travel costs, in this type of sale, face to face is important, it favors trust and empathy.

Now you know the tools to be successful in B2B sales. If you need an ally to achieve this, LeadPioneers has the support, sales and interaction methodology designed to improve the relationship with the customer.

Looking forward to hearing your thoughts too.

Chrys Gerokonstantis has a B.S. in Economics and education from London Business School. He has built a 10-year career in business, sales & marketing. He is also the Founder of LeadPioneers a startup, B2B Lead Generation Agency based in London and the Founder & Host of The Real Deal Podcast. His mission is to help people improve their sales & marketing skills in order to succeed in life and business.