Sales Techniques To Scale B2B Businesses

5 Proven Sales Techniques To Increase B2B Businesses

In B2B , If you are someone who believes that only politicians are corrupt, bureaucrats are corrupt, government officers are corrupt then it clearly means that you’ve never done sales in a B2B environment.

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Anyone who’s built a business in the B2B environment will tell you, in the most reputed organizations, some of the most important positions are held by people who thrive on Kickbacks, commissions and under table exchanges in order for them to allocate projects or release tenders to vendors and suppliers.

In this article we are going to provide you a better information about, how to navigate and use 5 effective techniques to open doors, build relationships and generate sales in a B2B environment without having to grease the palms of any unethical decision maker.

Technique 1:- Start A Podcast For Your Industry

Think about it, people say no to sales meetings but people rarely say no to interviews, starting a podcast today for your industry is one of the easiest, classiest and one of the most gracious methods of opening doors and building a relationship with decision makers where you are interviewing them on your show diving into the subject matter expertise that they carry about that particular domain and you are becoming a thought leader as someone who’s building a platform of education for your industry.

The interviewee loves you because you are giving them the spotlight. The audience and the industry loves you because you are creating a forum where knowledge is getting created and you fall in love with yourself because you respect yourself not as a desperate salesperson but as a podcast host whose building relationships using podcasting as a strategy.

We have found this to be one of the most powerful technique in today’s day and age which we have recommended to many of ours B2B clients and they’ve benefited from it tremendously in opening doors with absolute ease and class.

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Technique 2:- Join The Relevant Business Networks

Business networks are a great place for you to build a causal relationship before you explore a formal relationship with the right people in your industry.

Most business owners are lazy about this strategy and underestimate the power of business networking, but joining a network like BNI, Ascent or joining an industry Association or body, positions you at the right place with the right people and every time you go to a prospect customer through a referral your chances of conversion are high and you’re not treated like just another cold vendor or supplier.

So joining business referral networks and nurturing connection is a very practical, possible and Powerful technique for any business owner in a B2B environment to explore to generate leads for their business.

Technique 3:- Database Pitching

What do we mean by database pitching? The benefit of building a business in a B2B environment there is enough information available in public domains about your Target customers business, about their challenges, about their financial position especially if they’re a company that is listed in the stock market.

Now you can leverage this data, identify the gaps in their business and create a compelling case for your products or Services by showcasing to that organization or that institution or that Association or that body on how your product or service can solve their Core Business problems and that can become your gateway to creating a compelling case to get an order from such clients.

We want you to think about data based pitching as a personalized marketing campaign where you are doing research about the challenges of the business that you are targeting for your products and services and then you are pitching your product or service as the perfect solution for their existing challenges.

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Technique 4:- Use Content

We would recommend to you if you’re a B2B business owner and you want to open doors and get deals and orders from your clients is to use,

  • Content for reach In B2B
  • Content for recall In B2B
  • Content for results In B2B

As a mechanism to attract nurture and close deals.

Content For Reach In B2B

What do we mean by this, look we are in 2024 every business today is a Content business. The biggest mistake you can make as a B2B business owners is that you can assume that content marketing is for B2C business owners whose Target customers are available on Facebook, Instagram or YouTube.

Let us tell you something, you are living in a virtual land you have a big mental barrier and a misconception if you think that way.

today even in a B2B environment you can create educational content, you can create engaging content on platforms like LinkedIn, platforms like YouTube and use these platforms to grab the attention of your Target customer and attract curiosity from their side into your products or Services.

Content For Recall In B2B

Beyond using these platforms for reach you can also use content creation as a strategy to establish a recall value because in a B2B environment you go for meetings and appointments you don’t get requirements and orders immediately most of your prospect customers ask you to get in touch with them during the procurement season of their business.

By the time that procurement season comes the energy you’ve created in that introductory meeting dies down so the best way to keep the energy alive is to consistently share content which is educational or which is engaging in nature through email marketing, through WhatsApp with customers or prospects whom you’ve already had meetings with that is called content for recall.

Content For Results In B2B

finally you can also use content for result words wherein you are sharing case studies, success stories and testimonials of some of your existing happy customers you’re showcasing your recent and your most prestigious projects which creates a compelling case of credibility in the mind of your prospect and they give you orders because they see the capability within you to execute and solve the similar problems for their business.

So content marketing is powerful as be it for reach, be it for recall or bid for closure and for results.

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Technique 5:- Curate Events For Your Industry

When you curate events in the format of conferences, seminars, award ceremonies and networking events you become a thought leader in that space.

Now if your budget allows you to curate physical events go ahead and do that but if your budget doesn’t allow you to do that you can always create online events which will barely cost you anything and invite some of these decision makers as speakers as panelists in a panel discussion or recognize their achievements and their career through an awards platform or put them in the room with people that they would like to network with so that they become grateful towards you.

curating events is an age-old traditional technique, but it’s an untapped technique by most business owners because they live under the notion that it requires a lot of money, time and effort, but the truth is today people are very comfortable with attending events online, they’re comfortable with attending seminars, conferences, networking meet ups, panel discussions online.

So if you have the right content and the idea you can curate low cost or no cost online events and also attract your B2B decision makers and create an opportunity for them to gain the Limelight to be recognized or to gain some knowledge or build powerful relationships and therefore making you a pillar Center of power in your industry.

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  • These are the 5 techniques that we had to share with you in this article. We hope you found those useful and make a right action.
  • If this article is useful for you then we recommend to revisit our website to read other useful information for your success as well as to manage your personal life.

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