6 b2b sales techniques to find your ideal customer
Posted: Tue Dec 03, 2024 5:45 am
what are the best b2b sales techniques for selling corporate courses or training?
At first, we think of great speeches, persuasive approaches and the ability to deal with the dreaded objections, right?
Of course! All of these points are important.
[manual]
como montar um homestudio para gravação de videoaulas?
Neste e-book te ensinamos o passo a passo para gravar suas aulas dentro de casa, mas com qualidade de um estúdio profissional.
Quero o manual
but b2b sales strategies go far beyond that:
by the way, have you ever heard of any of these terms?
If you answered no to the previous question, continue reading this article!
Below, we explain the main points so you can learn how to increase sales in your company.
What are the best b2b sales techniques?
Here are some strategies that will help you improve your business results:
1- define your icp
the first step to increasing b2b sales is to define your icp.
In short, this is a consumer profile that is more likely to do business with your company and generate more revenue for your business.
The main reasons why your company needs to define the icp include:
But how do you define icp?
Check out the video below:
2- plan the actions
definitely one of the most important points of b2b sales strategies, the telecommunications email list action plan is nothing more than that document that visualizes where you want to get to (objective) and the activities that need to be executed (the goals).
This way, you prepare for your journey without deviating from your focus.
Try to maintain a productive routine through planning to reduce your sales cycle and generate more results.
3- focus on generating qualified leads
charles robert buxton once said that you will never find time for anything. If you want time, you must create it.
Therefore, to avoid wasting time or b2b opportunities, focus on generating qualified leads.
After all, dedicating your routine solely to high volume leads does not mean that you will have many opportunities along the way.
Want to know more? Read this post: leads: what are they and how to generate them for your company?
4- reactivate inactive customers
many salespeople end up limiting themselves and only doing what they are hired to do to prospect customers.
While this isn’t wrong, b2b sales techniques aren’t limited to just this point.
A good idea is to reactivate your inactive customer base.
First of all, get to know the profile of these consumers, the tone of voice that needs to be used and the differentiators of your business.
In short, why would a customer buy from your brand and not from a competitor?
This way, it is possible to develop a more assertive approach and, at the same time, identify bottlenecks that may arise along the way.
Play the video below and learn how to reactivate your customers
5- work with seo
according to google , in 2019, 94% of b2b buyers were conducting online research before interacting with a sales rep.
Therefore, your b2b sales strategies cannot ignore the use of search engine optimization.
Basically, it is a set of techniques to reach the top positions on google and other search engines, generating organic traffic.
But how does this work in practice?
Semrush brazil, one of the most important companies in the segment, shows the first steps:
6- set realistic goals
in addition to everything we’ve talked about so far, setting goals is essential to increasing b2b sales.
At first, it may seem obvious, but choosing realistic goals helps you plan your actions with more quality.
Therefore, try to visualize your pipeline and your average ticket to guide your salespeople in the right direction.
Also set individual long, medium and short-term goals.
At first, we think of great speeches, persuasive approaches and the ability to deal with the dreaded objections, right?
Of course! All of these points are important.
[manual]
como montar um homestudio para gravação de videoaulas?
Neste e-book te ensinamos o passo a passo para gravar suas aulas dentro de casa, mas com qualidade de um estúdio profissional.
Quero o manual
but b2b sales strategies go far beyond that:
by the way, have you ever heard of any of these terms?
If you answered no to the previous question, continue reading this article!
Below, we explain the main points so you can learn how to increase sales in your company.
What are the best b2b sales techniques?
Here are some strategies that will help you improve your business results:
1- define your icp
the first step to increasing b2b sales is to define your icp.
In short, this is a consumer profile that is more likely to do business with your company and generate more revenue for your business.
The main reasons why your company needs to define the icp include:
But how do you define icp?
Check out the video below:
2- plan the actions
definitely one of the most important points of b2b sales strategies, the telecommunications email list action plan is nothing more than that document that visualizes where you want to get to (objective) and the activities that need to be executed (the goals).
This way, you prepare for your journey without deviating from your focus.
Try to maintain a productive routine through planning to reduce your sales cycle and generate more results.
3- focus on generating qualified leads
charles robert buxton once said that you will never find time for anything. If you want time, you must create it.
Therefore, to avoid wasting time or b2b opportunities, focus on generating qualified leads.
After all, dedicating your routine solely to high volume leads does not mean that you will have many opportunities along the way.
Want to know more? Read this post: leads: what are they and how to generate them for your company?
4- reactivate inactive customers
many salespeople end up limiting themselves and only doing what they are hired to do to prospect customers.
While this isn’t wrong, b2b sales techniques aren’t limited to just this point.
A good idea is to reactivate your inactive customer base.
First of all, get to know the profile of these consumers, the tone of voice that needs to be used and the differentiators of your business.
In short, why would a customer buy from your brand and not from a competitor?
This way, it is possible to develop a more assertive approach and, at the same time, identify bottlenecks that may arise along the way.
Play the video below and learn how to reactivate your customers
5- work with seo
according to google , in 2019, 94% of b2b buyers were conducting online research before interacting with a sales rep.
Therefore, your b2b sales strategies cannot ignore the use of search engine optimization.
Basically, it is a set of techniques to reach the top positions on google and other search engines, generating organic traffic.
But how does this work in practice?
Semrush brazil, one of the most important companies in the segment, shows the first steps:
6- set realistic goals
in addition to everything we’ve talked about so far, setting goals is essential to increasing b2b sales.
At first, it may seem obvious, but choosing realistic goals helps you plan your actions with more quality.
Therefore, try to visualize your pipeline and your average ticket to guide your salespeople in the right direction.
Also set individual long, medium and short-term goals.