Discover 3 essential sales strategies in the B2B sector

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Gaining potential customers is probably the main objective in any B2B business. Without proper customer prospecting management, sales closures, and therefore positive results, it is impossible for a company to flourish.

For this reason, knowing some of the essential sales strategies in the B2B market is essential for those who need to know how to sell more , which will allow us to face meetings more assertively and thus increase the conversion rate of potential customers to real customers.

Importance of having B2B sales strategies
The percentage of total revenue spent on marketing in B2B businesses rcs data lebanon estimated to have risen to 9.8% on average during 2020 .

B2B product companies achieved an average of 8.6%.
B2B service companies, for their part, reached an estimated 15.6%.
Furthermore, it is estimated that 44% of decision makers who require a B2B solution already identify more or less what they need before contacting a sales representative.

With this margin in mind, it is reasonable to understand why having direct sales strategies for B2B businesses can contribute to increasing this percentage in our favor, managing to close more sales.

But these strategies transcend sales departments: it is essential that the entire organization is aligned with a coherent strategic vision, so that every contact with potential clients, every effective delivery, and every execution of the service are always developed with the client and their needs in mind.

In fact, the act of aligning all teams around the customer experience is known as the flywheel model . Having sales strategies should always be part of a larger business vision if you want to understand how to sell more .

3 Sales Strategies to Win More B2B Leads
1. Conduct market research
The ultimate goal of market research is to achieve better marketing decision making, and the goal of marketing is to get potential customers to buy our product or service.

Market research involves examining how much what we offer is being priced at, who our competitors are, what their prices are (we should not sell too low, nor can we sell too expensive), what strategies the competition with more years of experience is implementing, among other things.

2. Determine or refine a buyer persona profile
A key step before prospecting is to define the buyer persona or, failing that, if we have already developed it, to refine it and modify it according to the reality that the data shows. It is worth stopping at these two steps:

If our business is just starting or our approach to potential clients has not been effective, then we must define a buyer persona from scratch. Determine their demographic characteristics, income, where they live, and most importantly in the B2B sector, what their role is in the company.
If, on the other hand, we have been operating continuously for a few months or years, we most likely already have a defined buyer persona. However, it is essential to adjust the description as the years go by. The best place to start is with our own customers; after all, the buyer persona is the one who buys, not the one we would like to buy. From there, we can obtain additional information from sites like LinkedIn .