by on June 8, 2012 in Sales & Marketing Alignment
B2B sales is by no means easy. It requires not only skill, but panache.
But that doesn’t mean everything about sales is hard. Some tips can be shockingly simple, yet very effective.
Today, we highlight eight B2B sales tips that are easy to put into practice, but deliver results.
1. Let Leads Market to You
When it comes to B2B sales and marketing, nothing beats relevance.
One way to remain relevant is to sign up for your leads’ own
newsletters, email campaigns and other marketing materials. If you
understand how your leads conduct their own sales and marketing, you’ll
be better suited to market to them.
2. Leverage the Written Word
There are several ways to establish thought leadership including
blogs, social media, newsletters, etc. But few things command trust and
respect quite like a book. Has your organization’s executives crafted a
book around your space? If so, make sure you get this in the hands of
your prospects. It helps you stand out.
3. Set Up Google Alerts
When’s the best time to sell? Probably when your prospect is flush
with cash. You can set up Google alerts around a lead’s brand. That way,
next time they raise a round of funding, have a particularly good
quarter or enter a new market, you’ll be ready to act fast.
4. Have a 90-Day Plan
B2B sales can stretch out for a long time. A lot of the time 90 days
just covers the beginning. But having a 90-day plan will keep you
focused not just on the long road, but setting up sign posts along the
way. Set small goals and cross them off your list.
5. Find and Follow
If you’re working a lead for a while, follow him or her on social
accounts like Twitter and LinkedIn. It will give you clues into your
prospects’ thinking, the content they’re consuming and whether they’re
talking to competitors. (Connecting with rival reps or liking a
competing brand is a sign.)
6. Block Out Times for Prospecting
It’s easy to get caught up in daily tasks and moving leads forward.
If you don’t make time to prospect, your pipeline may suffer. Set up
time on your calendar for prospecting. Don’t go crazy. You want to call
with relevant information so around 10 accounts a week is fine.
7. Ask Hard Questions Early
Losing deals is tough. Working a lead that is never going to buy is
worse. It’s often best to get to the nitty gritty right away. Is the
company too small? Does the business have the budget to purchase from
you? Knowing the answers to these questions means you won’t waste
effort.
8. Scour Their Blog
A company’s blog often holds clues into the way the organization
collectively moves and thinks. If the executives are on blogging, read
up on their posts. Then use that info to establish early on in your
conversations.
Do you have a sales tip? Share it in the comments below.
http://www.frontrow-solutions.com/
