6 tips for a better B2B sales process
Posted: Sun Jan 26, 2025 8:56 am
In B2B sales processes , the buyer is characterized by his rationality and informed decision-making. In this sense, it is extremely important to optimize sales actions in each of the phases of the Customer Journey. With this in mind, we have compiled the following tips to apply:
1. Establish a good content strategy
Let's remember what B2B is in sales: it is commercial operations between companies. Therefore, buyers or decision makers spend a lot of time getting informed and analyzing in detail and critically the possible solutions to their requirements or pain points.
In fact, an estimated 44% of B2B purchasing decision makers already know more or less what they need before contacting a sales representative.
Along the same lines, HubSpot statistics indicate that 60% of B2B rcs data lebanon will only speak to salespeople after completing their own research.
In this sense, it is important to provide our target with all the necessary information so that they can advance along the B2B sales funnel without further intervention from sales agents.
2. Implement omnichannel
In all types of B2B sales, modern buyers engage through multiple channels throughout the buying journey, expecting a consistent, professional, and cutting-edge experience in interaction. The same is true when the prospecting process is outbound, meaning the sales rep proactively contacts the prospect.
In fact, a recent study indicates that, as a result of the pandemic and probably in the future, almost 90% of operations between companies will be done through videoconferences, telephones and the web.
We need to make an omnichannel communication strategy available to potential customers, allowing them to contact us at any point in the B2B sales funnel.
3. Train sellers in consulting
Each of our agents has to be an expert in what we market and, more importantly, in consultative B2B sales . By having the ability to listen to the customer and help them find the best solution to their needs or pain points, it is easier to direct them towards conversion.
4. Use data intelligence
The different types of B2B sales are fueled by marketing actions. In this sense, it is important that we know the market and identify the target or buyer persona for the product or service we sell.
1. Establish a good content strategy
Let's remember what B2B is in sales: it is commercial operations between companies. Therefore, buyers or decision makers spend a lot of time getting informed and analyzing in detail and critically the possible solutions to their requirements or pain points.
In fact, an estimated 44% of B2B purchasing decision makers already know more or less what they need before contacting a sales representative.
Along the same lines, HubSpot statistics indicate that 60% of B2B rcs data lebanon will only speak to salespeople after completing their own research.
In this sense, it is important to provide our target with all the necessary information so that they can advance along the B2B sales funnel without further intervention from sales agents.
2. Implement omnichannel
In all types of B2B sales, modern buyers engage through multiple channels throughout the buying journey, expecting a consistent, professional, and cutting-edge experience in interaction. The same is true when the prospecting process is outbound, meaning the sales rep proactively contacts the prospect.
In fact, a recent study indicates that, as a result of the pandemic and probably in the future, almost 90% of operations between companies will be done through videoconferences, telephones and the web.
We need to make an omnichannel communication strategy available to potential customers, allowing them to contact us at any point in the B2B sales funnel.
3. Train sellers in consulting
Each of our agents has to be an expert in what we market and, more importantly, in consultative B2B sales . By having the ability to listen to the customer and help them find the best solution to their needs or pain points, it is easier to direct them towards conversion.
4. Use data intelligence
The different types of B2B sales are fueled by marketing actions. In this sense, it is important that we know the market and identify the target or buyer persona for the product or service we sell.