Keys to increasing sales in the b2b "business to business" sector
Posted: Tue Dec 03, 2024 6:17 am
The goal of every company is to sell as much as possible . However, the b2b sector is a little more complicated than b2c since the latter does not target end customers, but rather companies that sell products and/or services to end customers.
For this reason, to carry out “business to business” sales you must have a very well-structured strategy .
Be clear about your objectives and how your product or service can benefit your buyers .
Throughout this post we will give you a series of tips and recommendations retail email list that you should take into account if you want to increase the sales of your b2b company .
Keys to increasing sales in the b2b sector “business to business”
b2b sales strategy planning
every company needs a sales plan and strategy to achieve its expected goals. To do this, the first thing we recommend you do is establish these objectives to know how to focus your sales plan .
Once you have these objectives clear, it is time to plan the entire strategy, that is, what actions will be carried out; how you will present your product, with direct emails to your database, demos, content marketing, social networks... As you can see, you have multiple options.
Creation of the material
having a planned strategy is great, but what materials are you going to use to carry it out?
As an agency specializing in b2b marketing, we recommend that you take the following actions:
technical information
create a technical dossier or file with all the specifications of your product and/or service , explaining above all how you can help other companies solve their problems or needs and why they should purchase it.
We also recommend creating a more dynamic and direct presentation so that you can post it on your website and that users can download it . It is an added complement to the information that appears on your site.
Use linkedin
linkedin is the best social network for establishing relationships within the b2b sector . This professional network allows you to contact the managers of a company directly.
These are the decision makers, so it is in your interest to talk to them, since they will be the ones who decide whether or not they want to carry your products or services.
The idea of linkedin is that you create a personal profile that is totally focused on your company and that you also establish a generic message that appears every time you want to contact someone, or every time someone contacts you , talking a little about what you do and how you do it.
Don't make it too long, three lines is enough. Here's an example:
"hello,
i am xxx, xxx from xxx, a company focused on xxx. I have seen that we work in very similar sectors. I would like to contact you for xxx.
Thank you very much for your time, best regards."
" hello,
thank you for contacting me. I am xxx, xxx from xxx company and we are dedicated to xxx. Shall we talk?
All the best. "
these are just two very generic examples, since depending on your product/service, your tone and style and the audience you are targeting, these will surely vary.
Another tool offered by linkedin that is very interesting for the b2b sector is slideshare .
This allows you to upload presentations and all kinds of content to provide information about your products and/or services .
Do you remember the presentation we recommended you create in the previous point? Well, you can also upload it to slideshare and get the most out of it.
Make demos
demonstrations or demos are a resource that works very well in the b2b sector .
When dealing with complex services and/or products such as erp or management software, being able to demonstrate how they work to the decision-makers within the company will undoubtedly facilitate the sales process.
Remember, tell only what is essential and indispensable, that is, only what may be of total interest to the client .
Get straight to the point, don't beat around the bush and, above all, focus on how your product or service can help the company improve its productivity and profits, since this is what they are really interested in.
For this reason, to carry out “business to business” sales you must have a very well-structured strategy .
Be clear about your objectives and how your product or service can benefit your buyers .
Throughout this post we will give you a series of tips and recommendations retail email list that you should take into account if you want to increase the sales of your b2b company .
Keys to increasing sales in the b2b sector “business to business”
b2b sales strategy planning
every company needs a sales plan and strategy to achieve its expected goals. To do this, the first thing we recommend you do is establish these objectives to know how to focus your sales plan .
Once you have these objectives clear, it is time to plan the entire strategy, that is, what actions will be carried out; how you will present your product, with direct emails to your database, demos, content marketing, social networks... As you can see, you have multiple options.
Creation of the material
having a planned strategy is great, but what materials are you going to use to carry it out?
As an agency specializing in b2b marketing, we recommend that you take the following actions:
technical information
create a technical dossier or file with all the specifications of your product and/or service , explaining above all how you can help other companies solve their problems or needs and why they should purchase it.
We also recommend creating a more dynamic and direct presentation so that you can post it on your website and that users can download it . It is an added complement to the information that appears on your site.
Use linkedin
linkedin is the best social network for establishing relationships within the b2b sector . This professional network allows you to contact the managers of a company directly.
These are the decision makers, so it is in your interest to talk to them, since they will be the ones who decide whether or not they want to carry your products or services.
The idea of linkedin is that you create a personal profile that is totally focused on your company and that you also establish a generic message that appears every time you want to contact someone, or every time someone contacts you , talking a little about what you do and how you do it.
Don't make it too long, three lines is enough. Here's an example:
"hello,
i am xxx, xxx from xxx, a company focused on xxx. I have seen that we work in very similar sectors. I would like to contact you for xxx.
Thank you very much for your time, best regards."
" hello,
thank you for contacting me. I am xxx, xxx from xxx company and we are dedicated to xxx. Shall we talk?
All the best. "
these are just two very generic examples, since depending on your product/service, your tone and style and the audience you are targeting, these will surely vary.
Another tool offered by linkedin that is very interesting for the b2b sector is slideshare .
This allows you to upload presentations and all kinds of content to provide information about your products and/or services .
Do you remember the presentation we recommended you create in the previous point? Well, you can also upload it to slideshare and get the most out of it.
Make demos
demonstrations or demos are a resource that works very well in the b2b sector .
When dealing with complex services and/or products such as erp or management software, being able to demonstrate how they work to the decision-makers within the company will undoubtedly facilitate the sales process.
Remember, tell only what is essential and indispensable, that is, only what may be of total interest to the client .
Get straight to the point, don't beat around the bush and, above all, focus on how your product or service can help the company improve its productivity and profits, since this is what they are really interested in.