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Before reaching out to a prospect, dive deep into their buyer persona, which should be based on the problems rather than just demographics.
b2b sales strategies - features vs benefits example from apple

10 B2B sales strategies to win more clients

For the most part, increasing your sales doesn’t require fancy tactics or expensive software. It all comes down to the fundamentals. Let’s take a look.

1. Do your deep research

Instead, you should lead with pain points, fears, goals, and aspirations. This is true for both B2C and B2B sales because, at the end of the day, you’re selling to people who are looking to get things done.
Things are not too different when you’re emailing for the first time. Initial outreach should reflect the depth of your research. When cold emailing to prospects, lead with recent developments in the company or even a personal milestone. Once you secure their attention, bake your service or product in naturally and help them see the short-term and long-term impact.

Psychographics, not just demographics

If you can convince a prospect on the right aspects of the offer, price becomes secondary. This way, you not only close bigger value contracts but also create an impressive brand image.
b2b sales tips - userlane's product adoption journey map
Antonio Gabrić is an outreach manager at Hunter. He is passionate about testing different outreach tactics and sharing results with the community. When he is not connecting with industry leaders, you can find him on his motorbike exploring off-the-beaten paths around the world.
Before going out to chase new leads, look into your existing database to see if there’s an opportunity. You’re 65% more likely to sell to existing customers than new ones. Existing customers are also 31% more likely to spend more on your offers.
Before going out to chase new leads, look into your existing database to see if there’s an opportunity. You’re 65% more likely to sell to existing customers than new ones. Existing customers are also 31% more likely to spend more on your offers.
Before going out to chase new leads, look into your existing database to see if there’s an opportunity. You’re 65% more likely to sell to existing customers than new ones. Existing customers are also 31% more likely to spend more on your offers.
Before going out to chase new leads, look into your existing database to see if there’s an opportunity. You’re 65% more likely to sell to existing customers than new ones. Existing customers are also 31% more likely to spend more on your offers.

9. …but overall, use multiple communication channels

the buyer's journey
Steve Jobs and his team, despite working on a technological marvel that changed the music industry forever, didn’t describe the features of iPods but showed what people could do with them.
To recap, here are the most common B2B sales mistakes that are holding your company back:
For example, if you’re selling logistics software, ask for a meeting with the warehouse staff to note down the challenges they face, compile all the data, and present a compelling case to the executives.

10. Measure your performance

When everyone is focused on the low-hanging fruit and quick wins, the best way to get results is to research better. Deep research is what will separate you from your competitors.
Rather than going in for the hard sell and explaining everything over the call, make the prospect feel heard and seen. Here’s how.
If you’re worried that pricing will derail a conversation, here’s a secret: Confidence is a powerful tool in sales, and it’s infectious. Stick to the predefined price sheet and lead the conversation with the benefits and the importance of the product.

Use these B2B sales strategies to hit your goals

The best ways to show benefits today are testimonials from similar customers, free product demos, and traceable impact in numbers. Instead of boasting about your new lines of code, help customers see what they can achieve with your products and witness your sales skyrocket.
As a B2B sales rep, you will do a lot better if you prioritize the quality of connections over quick sales. When you take your time to properly understand target companies and become an enabler of success for them, you’ll not only close deals but also convert one-off customers into loyal ones.

  1. Do your deep research
  2. Listen more than you talk
  3. Do not hurry your prospects
  4. Engage your existing customers
  5. Stick to your price sheet
  6. Focus on benefits over features
  7. Follow up with your sales leads…
  8. …via email…
  9. …but employ multiple communication channels overall
  10. Measure your performance

About the author

Emails are great for following up because they are less annoying than calls, and you can be easily redirected to the next decision-maker if the current one is too busy.

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