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Have trouble with B2B sales? Here are five strategies for increasing sales

As an executive, one of the key growth strategies you can undertake for your business is an integrated marketing and sales strategy. But when your business is a B2B model, the marketing and sales process can become more complicated. 

According to James Cashmore, CEO and Head of Strategy at the business lead agency, Lead Express, For successful growth in 2022, businesses need to spend more time on their business rather than in their business.

He says, “During this COVID-19 climate, businesses need to reimagine their strategy, get their cash flow right and hyper-personalised their communication.” 

James has put together his top 5 sales and marketing tips to help increase B2B sales.

Leverage social selling 

Social selling refers to finding and engaging with potential customers and prospects on social media platforms like Linkedin, Facebook, Twitter and Instagram. Research indicates that using LinkedIn to generate business leads has become one of the leading successful sales trends in recent years. Incorporating social selling into your business will build better long term, authentic relationships than traditional methods. 

So, what does this look like? 

This process involves creating and posting social media content and engaging with it. You should reply to all messages and conversations from potential clients. Posting testimonials from previous clients to your LinkedIn is an excellent way to show your results. 

Provide quality training

Providing quality training to your sales team is critical to maximising your sales potential. You should ensure your training includes scripts to fall back on to avoid silence and lack of confidence, handling reluctant customers and strategies for finding leads. Sales representatives that are poorly trained and lack a practical skillset will only drive potential clients away, causing a loss in sales. 

Create a network of referrals

To increase B2B sales, it is essential to always keep in touch and maintain a good relationship with clientele, even after the sale process is finalised. An effective way to gain clients is through word of mouth – people are more likely to use your product or service if someone has personally recommended it to them.

A referral program is a great way to entice clients to refer other businesses to your product or service. 

Don’t underestimate the power of intelligent executive calling

In the midst of the digital age, we can often forget traditional forms of B2B marketing and sales. Intelligent calling is a technique in which a salesperson or calling team contacts decision-makers that have been engaged with content through multiple marketing channels.

Whilst the person being contacted may not have expressed significant interest in the goods or services prior to the call, the marketing channels used to warm up the audience provides an opportunity to introduce yourself and what you are selling, even if the buyer may not be ready at this time. 

Intelligent calling encourages the possibility of future sales and is effective if it is done correctly. Conducting research beforehand is critical to making sure you are calling the right person. If calls are made in concert with an effective outreach strategy, it can be an extremely valuable way of significantly increasing B2B sales. 

Differentiate yourself from competitors

Differentiation will guarantee you long term sales success, and it should always be a top priority to increase sales. You can achieve this by finding something unique about your product or service and marketing that niche. This will allow you to stay ahead of the competition. From your prospect’s perspective, you will stand out more, therefore leading to increased sales. 

For more information, visit https://leadgeneration.com.au/ 

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James Cashmore

James Cashmore

Over the past 30 years, James’ experience has primarily been working in senior sales, sales management and company executive positions in Australia, Asia and the United Kingdom. He has led large-scale projects and teams in the identification and development of new business solutions in Asia, Australia, Europe and North America. A deep understanding of the IT, telecommunication and consulting industries has been invaluable in positioning him at senior levels within complex client bases, resulting in him becoming a strategic advisor to teams looking to generate more business and grow their organisations. James is the co-founder of one of Asia Pacific’s largest and most recognised business-to-business (B2B) growth agencies, Lead Express, and currently holds the role of CEO. Having spent the last 10 years working with businesses big and small, James uses broad sales and management skills to guide progressive and revenue-focused executives to meet their strategic growth goals.

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