B2B marketing sales

Three proven strategies for winning B2B marketing sales

With an ever-evolving business world, the B2B marketing sales process has become complicated, challenging, and unpredictable. Because of this trend, it can be difficult for B2B companies to grow sales to meet established goals. For example, even recognized brands could find it challenging to initiate the first steps with potential customers. And startups often face the challenge of long sales cycles, hurting cash flow. The following B2B marketing sales strategies can convince prospects to choose your business. 

One: Influencer-Selling in B2B marketing sales

This strategy requires you to adopt an influencer-focused approach when selling your services or products. This strategy requires you or your salespersons to tap into the prospective company’s organizational chart and identify the influential contacts that can make or help make decisions. Consequently, you have to be able to determine which contacts in the potential customer’s business will influence your sales process. Therefore, you must have a clear idea of how supportive these contacts will be in making the decision. Then based on that knowledge, you should include those multiple points of communication in the process. By implementing this approach, you eliminate the risk of not involving key players and the points that will sway them to your solution.

Two: Sell solutions in B2B marketing sales

Because I just mentioned your solution, let’s discuss one of the best B2B marketing sales strategies – selling solutions to prospects. When you directly address the needs of and challenges faced by the prospect, you show your understanding and expertise. Also, you foster trust and lay the foundation for a strong business relationship. Finally, when you offer custom-tailored solutions to businesses, it results in higher conversion rates and sales.

Three: Sell to the individual in B2B marketing sales

Individual-based selling is all about targeting different contacts with a personal approach to keep them all engaged. Because of this individual focus, you need to create specific value propositions based on the buyer personas of the various stakeholders at the prospective company. This tactic will help you deliver the right message at the right time to the right person because you know their decision-drivers. Because you address each decision-maker, your conversions and sales will increase.

Although these B2B marketing sales strategies are all useful, you need to determine what works best for your company. The criteria to base this decision are your sales process, market segments, and your audience’s preferred communication channel. Once you have determined these factors, employing these three tactics can help to improve your sales.

About the Author

Paul Kowalski (or Pappy as he is called around the office) spent over two decades working at other agencies before opening Conach Marketing Group in 2008. The early part of his career was working with Fortune 500 clients at different agencies. However, working with smaller clients was his preference. This choice was because of the impact on a client’s business growth and forming closer, personal relationships.

About Conach

When he was creating Conach, his goal was to bring those Fortune 500 strategies along with years of B2B marketing experience to small business marketing clients. As a result of focusing on business to business marketing, Conach specializes in construction marketing, financial marketing, and industrial marketing. Even though we are in Mid-Michigan, Conach provides marketing services to clients across the country.

For more information, visit conachmarketing.com or contact us or call 989.401.3202.

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