6 Tips to Increase B2B Sales

B2B sales have altered substantially in recent years. While the sales process used to be much more linear, progressive, and predictable, it has now grown considerably more complicated, sophisticated, and less reliant on the activities of the salesperson to produce meaningful results.

The sales process has never been easy, but even for the most seasoned SDRs, meeting specific objectives has become a big struggle. How do you increase your B2B sales amidst the challenges of doing business? Follow these best practices to learn how to enhance B2B sales and help you attract more customers and close more agreements.

1. Coordinate Marketing and Sales Teams

Super Office ran an experiment in 2016 to see how they could better coordinate their sales and marketing teams. The end product was fantastic. They noticed that when sales and marketing teams worked together to achieve the same goals, brand awareness improved, the sales funnel was filled with more prospects, and most crucially, the company's revenue increased by 24% in just two years. While it involves some stellar sales management, isn't this a compelling argument for your teams to do the same?

2. Get Personal

It's been said before, and it bears repeating: personalization is essential for B2B sales success. It enables you to gain the prospect's attention, create better email templates and sales scripts, and improve the services you provide. The more information you get about your prospects throughout the ICP research, the more effective your future outreach will be.

3. Define Personas

When salesmen are unable to close a deal, they frequently contact the incorrect individual. To avoid this, every B2B sales process should start with thorough research on the prospective pool of prospects and the establishment of defined criteria for ICP and buyer personas, such as their job title, industry, company revenue, business goals, primary challenges, hobbies, and so on. The easier it is to increase the quantity of sales transactions, the more accurately you specify the qualities of the ICP.

4. Use Social Media

The goal of this stage is to create a strong foundation for future business partnerships that can blossom into strong long-term collaborations, not to enhance sales conversions. You shouldn't expect every lead from social media to go through the sales funnel.

Building a solid online presence for your B2B business, on the other hand, will ensure a continual connection with your potential clients, which might lead to more essential dialogues, the sharing of useful information, and, as a result, an increase in the number of loyal customers. They spend 67% more on average and make more transactions than first-time clients.

5. Don't Be Afraid of Cold-Calling

Despite the popular notion that cold calling is dead, it is still one of the most effective ways to convert leads when done correctly. In fact, 57% of B2B C-level and VP-level customers prefer to be reached via this channel.

So, what makes cold calling so effective? The fundamental reason is that people are social creatures, and cold calling is the sole route that allows the salesperson and the prospect to have a personalized real-time human contact. Your B2B sales will skyrocket if you discover how to engage your prospects in a discussion during a cold call.

6. Include Email in Your Strategy

Email marketing creates $44 for every $1 invested, a 4400% return on investment, making it one of the most effective ways to contact prospects. Emails are an excellent approach to keep existing clients informed about new products and upgrades in your company (increasing customer retention).

They also encourage new customers to buy your stuff for the first time. When using this channel, make sure your email does not end up in the spam folder, as this has a negative impact on B2B sales conversions.

Indeed, the B2B sales process has evolved significantly in recent years. However, you still have control: be more proactive, learn how to improve B2B sales, particularly for your company, look for new and inventive ways to get more leads, and delegate your sales process to trained SDRs. To get long-term results, keep experimenting with your B2B sales methods to uncover the ones that work best for you.