How do I improve my sales in B2B

When it comes to B2B sales it can be a very frustrating situation when you are not getting the expected results. After spending so much effort, energy, and doing the right things if prospects are not buying from you then you need to start analyzing your data and re-look on your sales & marketing activities to acquire new customers.

B2B sales are different from B2C where you have a lot of walk-in and inquiries and they are easily converted into sales within a short period. So the sales & marketing strategy should be different when it comes to B2B. Below are some of the points to consider or to make the correction on your activities to acquire new customers in B2B Sales.

What are your prospects buying?

Firstly, you must figure out who is your target audience. This can be done by visualizing who could need your product/services and what is the typical solution you can solve to make your prospects’ life easier. So the first step is to find what pain or problem your prospects are experiencing, what causes them to wake up at night cold sweat, what they are not satisfied with.

What your prospect buy is a solution to their problem! You can find out by simply asking “What is the challenge you are facing right now?”“What would you change or do differently in the current product?” “If I could give you the ideal product, what features it will have?”, “What you don`t want to see in your ideal product/service?”

Start Creating Relationship:

In Sales, there is a saying ” you don’t close a sale you open a relationship” you have to build a relationship with people. People buy from people they usually like, trust, and believe they can help them.

Below are some things to make a note while building a relationship with your prospects.

  • Speak about what they want and not what you want.
  • Make them feel important-all people deserve to feel this way.
  • Don’t argue with your prospects. No winners in an argument.
  • Be honest and no one likes liars.
  • Listen to your prospects. It is a rare commodity today.

Build your value:

What your prospects expect out of your product/services is value. Selling is a process of exchanging value for money, and the bigger your value the more you will get paid. The bigger problem a prospect has and the more it is urgent the value of solving it goes up. If we have a desire or a need goes up the value of the solution or getting that desire also will go up. So CREATE VALUE!

How to adapt change in your Sales career and achieve better results!

Over the years we see a lot of changes in our customer buying journey right from purchasing a Soap to an Aircraft. The customers are in control as they know how any information can be found as they seek before they show interest in listening to your sales pitches and going through your product/services brochure. The AI and Automation taking over most of the jobs, as a Salesperson we should adapt the changes and achieve better results in pursuit of our career.

According to recent studies by the end of 2020, the interaction of a customer and business will not be by an actual human. 40-50% of the time spent on sales activities could be automated by technologies currently available—which, of course, get smarter every day. For salespeople who follow traditional methods of prospecting, qualifying and moving closer to sale will not be good news.

Companies enabling digitization with AI, machine learning & automation are meant to simplify and streamline the processes, saving companies time & money while bringing extra value to the customers. These are clear signs that technologies can do a lot in the world of sales. Only the Smart Sales Pros will embrace change at every turn, accordingly, they will adapt and change their sales strategies.

How to adapt change in your Sales Career and achieve better results!

The first thing we should always remember that “people buy from people” the importance of human touch isn’t decreased with the advancement of technologies. In the world powered by technologies, for a salesperson having a solid reputation as a credible subject matter expert, strong network-especially with those high-level decision-makers are the most valuable currencies of all.

Instead of focusing to push the product/services that you sell and meet your sales quotas (which is also important) make time every day to build a personal brand and expand a personal network.

Think like a customer and understand the challenges that they face, start building your expertise and knowledge on how you can solve those challenges.

Write about your expertise and knowledge in a blog, talk about in a video or any social channel, present those topics which you are expert in Industry Events & Forums – make a name for yourself in the industry you’re immersed in. It’s not all that difficult, you’ve just got to want to do it. 

Lastly, it’s important to distinguish between technology replacing the role of a salesperson versus technology enhancing the ability of salesperson to skyrocket their performance. If Salespeople can learn how to leverage AI, automation & machine learning to help them delivering on all fronts without loosing the sight of the importance of human touch, they will not only succeed but also thrive in this Digital Age.

Developing Passion in your Life

After 8+ years of relevant experience in Sales & Marketing, I am still trying to figure out does the real purpose of passion is to become a subject matter expertise in your profession or do something that really drives you crazy or really happy of doing something.

If we talk about any professional in an organisation or any field, there are four types of people you will likely come across or you may be one of them, one because of family, two they have a degree of their profession, three because they feel the call, four only for the money.

Your passion is develop according to the environment you have been brought up and also depends with the type of people you hang around, start a habit to learn more about your profession and your learning habit will generate curiosity to shape things better.

You can find your passion at any point of time in your life, all of us are not born skilled with our profession and skills can be learned.

When you find yourself doing something makes you really happy and drives you crazy, develop a learning habit about what you are doing and it will never fade away. Passion do fade away and you also loose interest in what you are doing, if you don’t upgrade yourself or keep learning and implementing in what you are doing.

What does it take to be a Salesman?

My first job out of college was in Sales and Customer Relations of a start up eCommerce company. Mostly I used to handle customer queries & complaints and to deal with lot of grievances from the customer end. I hated it at the beginning, but my boss explained a commission breakdown that while handling customer relations if I could up sell a alternate product as well, and I agreed to give it a whirl.

I became a pro at selling extras, I started to see my paychecks grow. Soon, I was making more than I had when I was relying on the arbitrary gratuities. However it was not a smooth and easy ride, it takes blood sweat & tears to reach a level of seeing your paychecks grow.

What it really means to work in sales?

  • You will deal with lot of rejections, handling objections to staying consistent. As per Keenan the hardest part of sales is where you need to be focused because that’s where you’re not yet good enough.
  • There will always be an awkward moment in Sales, if you come prepared there will be less awkward moment.
  • You should never stop learning as I mentioned earlier blogs as well, keep updating whether it’s choosing the right mentor, researching your clients, or reading books and blogs, stay on top of your game.
  • To become a successful Sales Leader, you have to motivate and support the people who work for you. You need to take time and understand them. Great leaders put their team first.
  • Working in Sales is not boring at all, anytime you’re working people you can expect crazy things to happen. But having a little craziness in your life is not bad at all.
  • Lastly but not the least, 3 P’s that I follow with my work i.e Passion, Persistence & Patience. It helps me to stay on top of the game.