B2BSales

pre-covid and lockdowns, we were doing much more to help customers with their experience. Because of the economic crunch, we're focused and helping customers far more on automation and efficiencies to drive savings. #b2bsales now is providing direct value!

More companies and salespeople are starting to think out of the box. Trying new methods that they would previously turned a blind eye to.

Remote working has changed the game for a lot. But it's interesting how B2B sales practices follow the trends. In person sales used to be fire. Then email automation tools gained stream. THEN everyone started using these tools and people were getting overwhelmed.

with a lot of companies moving remote they are going to have to innovate their processes and take a long hard look at their tech stacks. Which tools are automating manual processes, which tools are providing a better buyer/customer journey, and which tools measure it.

buyers are way more educated by the time they first talk to a sales rep. There's a definite shift of power to the buyer side.

@HowToMakeChange It seems like things were just shifting back to field sales, in person marketing when Covid hit. Now we start anew.

struggling past the digital divide requires some creativity. I'm liking the "gift management" tools where companies can provide links for folks to click and receive a gift at home to get their attention and response. #b2bsales

Personalization (with respect to customer privacy)! Tailored experiences and content have become even more important as we've shifted to a digital first selling landscape

I believe, in this quarantine world of isolation, that the market is once again placing a premium on relationships. People are doubling down on influence marketing to beef up their sales relationships. We see this through the emergence of dozens of micro communities.

@JasonOak Agreed but I feel this has been the case for a while now. "Shift of power" I dont like this, it should not be a power game, both the buyer and seller are looking for a mutually beneficial relationship.

@JasonKlumpp agree 100%. People can see through one-size-fits-all marketing

@startupsalesio any new methods you see working particularly well?

I'd love to hear from @Mvolpe and @StephanieTilton, any thoughts on the trends shaping #B2B sales in 2021?

@startupsalesio that's a good point, "power" wasn't the best word. My main point is that access to product information, reviews, and low barrier to entry products make it easier for buyers to get started without talking to sales.

you must have an online content library that's well-organized for #b2bsales so that your buyers can find the information they need. If you don't, your competitors will.

You need to make sure you follow up the leads -- FAST!

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An optimized SDR function to reach out quickly! Inbound leads have a shelf life!

Qualify them! Most of the time companies will try to push their features and functionality to every person with a pulse... First see if the prospect has a problem you can solve.

Give prequalified prospects the ability to decide when they will be contacted. ENABLE THE BUYER. Don’t make them wait for the random number to call them, prequalified = based on form and CRM data we WANT to accelerate them to a rep.

@HowToMakeChange it's stunning what minutes vs days can have on a sale... regardless of the product or service's quality. Huge.

@HowToMakeChange Yes, speed is important, dont wait 2-3 days... pick up the phone and call them in 2 minutes if possible.

the first step B2B companies need to take is to simplify. Too many companies hack together crazy inbound lead processes. @JasonKlumpp will tell you. At Segment, you book a meeting via their website and are instantly qualified/routed to the correct rep #InstantInbound

How fast is too fast? How slow is too slow in the follow-up?

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empower the #b2bsales process to happen in the medium the buyer wants it. If they request via email, don't force them to a call. If they request via call, don't push them online. Service them in the medium they want.

No such thing as too fast

Agreed^ Too slow is anything over 30 min

@JasonKlumpp couldn't agree more. It depends on the product of course. But most companies have competitors and most prospects go with who get's back to them first. The shelf of life of some leads is like that of an open avocado. It goes fast. Eat the avo ASAP.

customer experience platforms and bots are becoming more critical to handle a deluge of inbound, qualify and route them quickly, so that your company can be responsive. There's no such thing as too fast in #b2bsales

First step is to recognize that you deserve a better inbound lead flow ;) #treatyoself

Ask questions, the more questions you ask, the quicker you will fill your pipeline!

don't go for the sale, go for being a valuable advisor to the business. #b2bsales Even if it means losing the sale. Also, give permission to your prospect to say they're not interested.

Find a mentor and never stop learning

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No deals are won without followup. Block 15 minutes after each meeting to do this properly.

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Spend the time to learn the jargon and the motivations of multiple stakeholders. Selling to b2b is about knowing what the value is ...is it commodity or value-add

Never stop prospecting! You may think you have enough pipeline coverage to hit your target but things can go sideways in a hurry. Plus great pipe gen takes time, need to always be forward thinking about upcoming quarters

if you're competing on value then it's a strategic sales process which means there are multiple stakeholders

Find a way to find passion in your work. Otherwise, you'll burn out.

don't rely on the training you'll receive at your company. There's so much content out there. If you want to rise above the rest do everything you can to ingest and apply as much as possible!

Listen to podcasts...

Most b2b sales cycles is like traveling ... the destination is the win but you have to go thru TSA and make the flight first

if you don't have the decision-maker on the line, be sure to teach the person researching you on how they can sell you internally. #b2bsales

Keep the relationships you build along your journey. Relationships are a renewable resource.

People buy from other people that they like most time it's almost ever about the product but about being liked. The product has to be good enough though

from a buyer's perspective — work on understanding my business and industry so we can have good conversations where you can provide value.

I honestly believe that all buying is personal... even #b2bsales. Finding out the personal motivation of the team that's going to invest in your product and service is becoming more important than just whether it helps the company's bottom line.

Well stated @douglaskarr. I've sold 100k deals, and knocked doors asking regular people to donate $20. People want to be respected and listened to in both cases. Trust, rapport, listening skills are crucial to both.

B2B and B2C are similar in that you are working with a human on both (which many tend to forget with B2B).... B2B though is different because the buyer is not spending their own money :)

#b2bsales is still largely built on trust. Both consumer and business purchases are now incorporating social concerns as well. Businesses need to have a conscious to compete in today's social economy.

I could set up a #Shopify account and instantly go from a consumer to a business owner. More companies are selling the tools that drive that shift. So I'd say it's shrinking from that perspective.

Traditionally it has been the perceived value of the customer to seller, with B2B typically valuing each customer more. However, as the market shifts to being customer first, B2C brands are realizing the value of each customer more and more and changing accordingly!

@AmandaReality I wouldnt count someone who opened a shopify account a business owner, I would still say that is very much a "B2C" play

I'm also seeing #b2bsales shifting to self-service and #b2bcommerce where the business buyer can drive the journey from awareness through their own conversion... without a sales person unless there's a gap that needs defined.

B2C sales has always been emotionally driven but today with more access to information, we are also giving the "consumer" the ability to make more educated buying decisions .

I'd say the gap is widening as B2C outbound techniques lag a little behind those tactics used in B2B sales. Contract value in B2C often doesn't justify more advanced techniques.

@AmandaReality I agree it's definitely shifting. People can try products for free, have access to more information than ever, and it's only getting easier.