Strategies to increase B2B sales!
Posted: Sun Jan 19, 2025 4:56 am
You may have heard of B2B sales, but do you know what the concept means? This type of sales has its own challenges and requires a different perspective from the entrepreneur.
In today’s post, learn more about what B2B sales are, the main challenges of this model, and some strategies to apply to your business to improve your results. Come read!
What are B2B sales?
B2B is the acronym for Business to Business. Therefore, B2B sales are a modality that characterizes sales made from one company to another company.
This model differs from B2C (Business to Consumer), which carries out sales from companies to consumers.
B2B businesses can be from many different segments. Some well-known jamaica mobile phone number examples of companies that sell services or solutions to other companies are:
Intel
Salesforce
Adobe
Oracle
Slack
B2B sales, therefore, focus on solutions that can be implemented in companies and aim to facilitate work in these organizations, such as increasing productivity and automating tasks.
With the technology market expanding rapidly, companies that develop management systems for other businesses, for example, have several opportunities ahead of them.
The B2B sales model has some unique characteristics and challenges. Find out more below!
B2B Sales Challenges
Anyone who has a B2B business knows how challenging the routine can be. There are many plates to balance and manage. We have listed some of the challenges faced:
constantly increase sales and scale the business
offer quality support for the business
reduce sales closing time (high ticket products may take longer)
increase the number of leads
increase the number of conversions
carry out an efficient assessment of metrics
Do you experience any of these in your company?
It is important to say that several of the B2B sales challenges must be linked to goals so that you can outline efficient strategies.
No matter how difficult the challenges are, there are ways to deal with them on a daily basis. Check out some of them in the next topic!
5 Strategies to Increase B2B Sales
To improve results in B2B sales, it is important to look at other areas of the business (from support or service to marketing ), as they directly impact the closing of new business.
Check out some tips to increase your B2B sales!
1. Sales diagnosis
To understand what needs to be improved in your sales process, you need to understand what is happening in this area within your company today.
Do you already track metrics such as CAC (Customer Acquisition Cost) and ROI (Return on Investment)?
How many sales do you close per month, per quarter, per year? What is the conversion rate on your website? How many won and lost opportunities do you have per period?
It is essential to have access to these indicators and evaluate them periodically to have a clear view of the progress of your sales.
From this, it is possible to identify gaps and act on them according to the needs of your business, always establishing concrete goals for a continuous process of improvement.
2. Focus on service
Customer support is one of the most important points for a B2B company to stand out in the market.
Keep in mind that the customer needs to be the focus of your strategies and your service needs to be designed taking into account the needs of the companies that make up your audience.
Even though we are talking about sales from one business to another, negotiations are always between people. So, try to offer quality service to customers, answer questions and try to solve problems quickly and efficiently.
This practice increases customer satisfaction, which has a positive impact on your company's reputation, attracting more companies interested in learning about your products.
3. Produce content
Investing in content marketing strategies increases the number of leads, a fundamental element for B2B sales.
So, bet on:
a blog and posts that apply SEO techniques to rank on Google
e-books that delve deeper into a topic and can be downloaded for free by your audience
e-mail marketing and newsletters to promote new materials
infographics that bring important data to your segment
Furthermore, it is important to produce content that serves as material for the sales team to overcome customer objections and help them make a purchasing decision.
If (or when) your company is growing, you can put together a press release (material and publicity about your business for the media) and seek partnerships with other brands to gain visibility in the market.
4. Advertise
Ads work great for both B2B and B2C models. First, decide which platforms you will advertise on (a tip is to be present on the ones your audience is also on) .
To create your ads, focus on your customers’ pain points and be creative. Just because we’re talking about communication between companies doesn’t mean your content needs to be rigid.
The creative element can even be a differentiator for your business in the market. But evaluate what makes sense for your audience, so as not to run the risk of overdoing it with the fun.
5. Invest in testimonials and success stories
Validation from other people has a huge impact on customers’ purchasing decisions. Therefore, always try to show testimonials from customers who are satisfied with your product or service to inspire other consumers.
Ask people to share the transformation they experienced after purchasing your solution.
One idea, also taking advantage of content marketing strategies, is to create success stories.
To do this, you can create a free downloadable PDF that tells the story of a client company, showing the results they had when purchasing your product, the scenario they faced before that and the current context after your solution.
In today’s post, learn more about what B2B sales are, the main challenges of this model, and some strategies to apply to your business to improve your results. Come read!
What are B2B sales?
B2B is the acronym for Business to Business. Therefore, B2B sales are a modality that characterizes sales made from one company to another company.
This model differs from B2C (Business to Consumer), which carries out sales from companies to consumers.
B2B businesses can be from many different segments. Some well-known jamaica mobile phone number examples of companies that sell services or solutions to other companies are:
Intel
Salesforce
Adobe
Oracle
Slack
B2B sales, therefore, focus on solutions that can be implemented in companies and aim to facilitate work in these organizations, such as increasing productivity and automating tasks.
With the technology market expanding rapidly, companies that develop management systems for other businesses, for example, have several opportunities ahead of them.
The B2B sales model has some unique characteristics and challenges. Find out more below!
B2B Sales Challenges
Anyone who has a B2B business knows how challenging the routine can be. There are many plates to balance and manage. We have listed some of the challenges faced:
constantly increase sales and scale the business
offer quality support for the business
reduce sales closing time (high ticket products may take longer)
increase the number of leads
increase the number of conversions
carry out an efficient assessment of metrics
Do you experience any of these in your company?
It is important to say that several of the B2B sales challenges must be linked to goals so that you can outline efficient strategies.
No matter how difficult the challenges are, there are ways to deal with them on a daily basis. Check out some of them in the next topic!
5 Strategies to Increase B2B Sales
To improve results in B2B sales, it is important to look at other areas of the business (from support or service to marketing ), as they directly impact the closing of new business.
Check out some tips to increase your B2B sales!
1. Sales diagnosis
To understand what needs to be improved in your sales process, you need to understand what is happening in this area within your company today.
Do you already track metrics such as CAC (Customer Acquisition Cost) and ROI (Return on Investment)?
How many sales do you close per month, per quarter, per year? What is the conversion rate on your website? How many won and lost opportunities do you have per period?
It is essential to have access to these indicators and evaluate them periodically to have a clear view of the progress of your sales.
From this, it is possible to identify gaps and act on them according to the needs of your business, always establishing concrete goals for a continuous process of improvement.
2. Focus on service
Customer support is one of the most important points for a B2B company to stand out in the market.
Keep in mind that the customer needs to be the focus of your strategies and your service needs to be designed taking into account the needs of the companies that make up your audience.
Even though we are talking about sales from one business to another, negotiations are always between people. So, try to offer quality service to customers, answer questions and try to solve problems quickly and efficiently.
This practice increases customer satisfaction, which has a positive impact on your company's reputation, attracting more companies interested in learning about your products.
3. Produce content
Investing in content marketing strategies increases the number of leads, a fundamental element for B2B sales.
So, bet on:
a blog and posts that apply SEO techniques to rank on Google
e-books that delve deeper into a topic and can be downloaded for free by your audience
e-mail marketing and newsletters to promote new materials
infographics that bring important data to your segment
Furthermore, it is important to produce content that serves as material for the sales team to overcome customer objections and help them make a purchasing decision.
If (or when) your company is growing, you can put together a press release (material and publicity about your business for the media) and seek partnerships with other brands to gain visibility in the market.
4. Advertise
Ads work great for both B2B and B2C models. First, decide which platforms you will advertise on (a tip is to be present on the ones your audience is also on) .
To create your ads, focus on your customers’ pain points and be creative. Just because we’re talking about communication between companies doesn’t mean your content needs to be rigid.
The creative element can even be a differentiator for your business in the market. But evaluate what makes sense for your audience, so as not to run the risk of overdoing it with the fun.
5. Invest in testimonials and success stories
Validation from other people has a huge impact on customers’ purchasing decisions. Therefore, always try to show testimonials from customers who are satisfied with your product or service to inspire other consumers.
Ask people to share the transformation they experienced after purchasing your solution.
One idea, also taking advantage of content marketing strategies, is to create success stories.
To do this, you can create a free downloadable PDF that tells the story of a client company, showing the results they had when purchasing your product, the scenario they faced before that and the current context after your solution.