B2B sales is by no means easy. It requires not only skill, but panache. But that doesn’t mean everything about sales is hard. Some tips can be shockingly simple, yet very effective.
Today, we highlight eight B2B sales tips that are easy to put into practice, but deliver results:
1. Let Leads Market to You
If you understand how your leads conduct their own sales and marketing, you’ll be better suited to market to them.
2. Leverage the Written Word
Has your organization’s executives crafted a book around your space?
3. Set Up Google Alerts
When’s the best time to sell? Probably when your prospect is flush with cash.
4. Have a 90-Day Plan
Having a 90-day plan will keep you focused not just on the long road, but setting up sign posts along the way. Set small goals and cross them off your list.
5. Find and Follow
If you’re working a lead for a while, follow him or her on social accounts like Twitter and LinkedIn.
6. Block Out Times for Prospecting
Set up time on your calendar for prospecting.
7. Ask Hard Questions Early
Losing deals is tough. Working a lead that is never going to buy is worse. It’s often best to get to the nitty gritty right away. Is the company too small? Does the business have the budget to purchase from you? Knowing the answers to these questions means you won’t waste effort.
8. Scour Their Blog
If the executives are on blogging, read up on their posts. Then use that info to establish early on in your conversations.