How to Increase Your B2B Sales with Sales & Marketing Tools?by Rutuja shah Digital Marketing
When it comes to making B2B sales, your sales and marketing teams, both need to work in synergy. The robust marketing strategy by your marketers and persuasive communication skills of your sales team are crucial aspects of making sales.
In B2B businesses, your clients do not primarily seek feasibility. They want a great sales experience. Businesses do not want your sales team to bombard them with calls after calls. A useful product, an impactful marketing campaign and a compelling pitch are just about right to convert a B2B lead into a customer. However, as salespeople, we tend to make multiple calls as a reminder, which eventually puts all your sales and marketing efforts in vain.
However, there are two important factors that influence B2B sales. Incorporating these minor fundamentals can help you improve your business networking, lead generation, and sales process. Let’s take a deep-dive into these sales and marketing aspects.
1. Quality Leads
Your sales team cannot sell a product if they are not provided with a list of quality leads. Hence, it is imperative to make sure that you have defined your target audience well. One of the major mistakes every business makes is that they buy a list of B2B sales leads from online vendors. These vendors have been collecting data since time immemorial. Hence, they have a lot of data to offer. However, they do not filter out the information that’s not relevant in the current time. Thus, the data your sales team receives is unreliable and outdated.
When you buy the list from online vendors, you manage to convert only 4% of the total leads, meaning you receive poor returns on investment.
How else can businesses generate B2B leads?
One of the essentials of a successful B2B business is good sales and marketing tools. Every B2B business should support their sales and marketing teams with an excellent stack of sales and marketing solutions. Dun & Bradstreet offers a collection of tools that work for different areas of a business. D&B Hoovers is a sales acceleration solution offered by this largest commercial data provider, which helps you generate B2B sales leads.
This tool helps you target with intelligence, simplify the buyer’s journey, and engage with your leads in a compelling manner. This tool has 175+ filters that help you target effectively instead of targeting companies, who are least likely to buy from you. You can integrate D&B Hoovers with your CRM and MAP systems and provide your marketing team with current and actionable data about your prospects.
2. Once you have generated the list of B2B leads, what next?
It is easier to approach someone you have been introduced to, however starting a conversation with someone cold can be tricky. In the first instance, you have already established credibility, whereas, in the latter scenario, you have to build it right when you are talking to them. During cold calls, your salesperson should do his/her homework and learn everything that is there to know about the prospect.
But, how will your sales team prepare themselves for the pitch?
Once you have added the filters and generated a list of businesses that may buy your product, Hoovers utilises D&B’s vast database to provide you with important business details. It provides contact information, real-time trigger alerts, latest news, social and corporate events of the prospect, and a thorough research report that includes SWOT analysis and competitive intelligence. Your sales team can study each lead before pitching the product to them. When they know the potential customer thoroughly, they can craft an effective communication accordingly.
Developing a list of qualified B2B sales leads and studying your prospects can help you sell better. Hence, equipping sales and marketing tools that offer both lead generation and commercial data prove to be instrumental for B2B businesses.
Created on Apr 28th 2020 08:51. Viewed 222 times.