Around 56% of B2B firms use digital marketing in their marketing strategies.
The B2B landscape is always changing, so if you want to succeed, you need to stay up to date with the latest trends. Even if you’ve built a B2B sales strategy in the past, what you’ve done before may not be as effective now.
For three tips on how to increase sales, keep reading.
1. Use the Right Tools
We live in a digital age, and if you don’t take advantage of that, you’ll be missing out on a lot of potential opportunities. There are plenty of tools to help with B2B lead generation, sales, and more.
ZoomInfo, for example, is an operating system that can integrate various tools which your business could make use of. This includes things like sales automation, lead enrichment, and website visitor tracking.
With such tools, you can have a much easier time finding new, ideal clients, and closing sales will become much easier. With a range of apps available for ZoomInfo, you can choose whichever ones best suit your business for a personalized experience.
2. Do Your Research
Before creating a B2B sales strategy, you need to do some thorough research. Bear in mind that once you’ve made a sale, the research shouldn’t end. You want to keep informed on the latest trends and adapt your inbound marketing strategies accordingly to keep performing well.
The core of your sales plan should be based on customer and market research. You need to know who your target audience is and what their needs are. From this, you can build your plan with clear goals in mind.
You also need to know various things about your competitors:
- Who they are
- What they’re selling
- Their strengths and weaknesses
- Details of their sales strategy
By knowing about your competitors, you can design your strategy to be better than theirs. Their weaknesses are crucial for this. If you can determine the areas they aren’t performing well, you can work to turn these into strengths for your business.
3. Build Up Credibility
Years ago your clients would have only learned about your business through direct contact, but that’s no longer the case. Anyone can go online and look into other businesses. As such, establishing a strong brand identity can be incredibly useful.
It’s common for buyers to choose what company to go with simply through the research that they do, so you want to stand out from the competition. You can establish an online presence through your website as well as social media, and both are very important.
Think of your website as an online business card – you need to make a good first impression while keeping things up to date and accurate. Good SEO (search engine optimization) will also help your website rank higher in search results, increasing the traffic to your site.
Social media is ideal for interacting with customers, and as it’s free, it’s one of the most cost-effective tools at your disposal. Both your website and your social media page should contain content that is relevant and informative and that provides value.
Succeeding with B2B Sales
Creating a good sales strategy relies heavily on research. You need to know your customers and your competition so that you can structure it correctly. Make use of the tools available to you to streamline operations.
Establishing credibility is also one of the best ways you can increase B2B sales and generate leads. For more business articles, check out some of our other blog posts.
