Contemporary Strategies for Effective B2B Sales

by Rutuja shah Digital Marketing

The quarter is almost over and everyone is struggling to close those last-minute deals. As any B2B seller can relate to, this can be an interesting, and often stressful time of year. Flooding your potential prospects with emails, calls, and texts, you do everything in your power to close a deal. However, this approach can do more harm than good.

 

You may have built a connection with some of those prospects, but is this sale in their best interest at this particular time? The last-minute sales tactics often come off as desperate, even aggressive. Over 80% of B2B buyers claim that pushy salespeople not only turn them off but also discourage them from making a purchase.

 

To be truly effective and close deals at this time of year, you need to make use of real-time buyer insights to determine whom to call, what time to call, and what to talk about. Doing this will lead to informed conversations. This will put you in a better position to start strong next year. The amalgamation of technology and data is a strong booster for sales performance.

 

The Need for Using Buying Signals for Appropriate Outreach

Nowadays, data can be evaluated in real time and can be distributed immediately among tools and applications. This advancement is transforming the way sales and marketing teams function.

 

This contemporary data-inspired approach of selling makes B2B communications quicker and powerful by connecting them with buying signals. They also provide appropriate context for more relevant and valuable conversations.

 

Over 92% of B2B sellers believe that having access to accurate and complete data has helped them close deals faster as it gave them a better understanding of a prospect’s requirements.

 

Therefore, not only do buyers have a wealth of information readily available, but they also recognize that data is being used by businesses that market to them. The majority of the buyers expect that information to be put to good use.

 

So, this quarter, finish strong by closing more deals. Here are a few recommendations:

 

Tip 1:  Easy and informative prospect research

B2B sellers take an average of about two hours to research every prospect before reaching out to them. They spend between 3-7 hours for doing research. You can allot more of your time to revenue-focused activities to close deals if you have detailed buyer information at your disposal.

 

Tip 2: Build trustworthy contact data

Individuals shift companies and when they do, their email addresses and phone numbers change. This decreases the accuracy of your business records in the company database. It is essential to have data that is accurate, fresh, organized, structured and integrated across the enterprise when trying to accelerate a sale. Source the contact data from multiple places - from first-party data that is generated through your website or CRM to third-party data from credible sources in order to have complete information.

 

Tip 3: Concentrate on opportunities to add immediate value

Whether an internal or external analytics team handles your contact data, contact data must be turned into insight. This will help you precisely point out the low-hanging fruit and guide you to the right conversation starter.

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Created on Mar 28th 2019 05:39. Viewed 410 times.

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