The B2B Consultative Selling Approach

The B2B Consultative Selling Approach

Peoples’ way of buying have dramatically changed over the years. In the past, buyers had to approach the seller early in the sales process in order to research information for their purchase. The buyer needed information and the seller had it. Seller had the power to influence the sale as they come back with more information for the buyer. However, this does not settle well with buyers. Things are different now. Sellers can no longer leverage information since buyers can research their product online, read product reviews, get pricing or even talk to resources regarding their experience with the product or the company service. In fact, a recent study revealed that before contacting the seller, B2b buyers are already at sixty percent to ninety percent through their purchase. With the buyers having the upper hand in the buying process, pressuring them is futile. Correspondingly, with buyers wanting to buy but does not want to be sold to gave rise to a consulting approach. This approach is  more on teaching rather than doing a sales pitch to the buyer. It’s more on listening for opportunities to help, teach and delight the buyer.

This kind of approach certainly bode well with buyers and have been effective. Here are six helpful tips to increase effectiveness on this approach:

  1. Gather information.
    Research is very important element for selling, knowing what you are selling and familiarizing with what you or your company offers in order for you to give a brief introduction to your buyer. Also, research is very necessary for the following five more tips to work.
  1. Ask the buyer.
    Being a consultative line, it is also important that you ask the buyer. Regarding what has been listed, or simply repeating what the mentioned preferred service or product that the buyer wants. Questioning acts as a very handy sales tool.
  1. Listen carefully.
    Once you ask, then you must also listen. This helps you remember what to repeat when asking the buyer and also helps the buyer feel understood and taken care of. Also focus on the points of what the buyer is saying.
  1. Teach the buyer.
    Enlighten the buyer by educating them. What the buyer wants might not necessarily what he or she needs. Avoid mentioning your product or service. You’ll be surprised where the psychological power of reciprocity leads you with this.
  1. Qualify the needs.
    Ensure that the buyer is qualified of purchasing or availing a certain product offered for closing the deal. Use criteria such as GPCT and BANT.
  1. Close the process.
    Now not because it’s about to close, you can become reckless. You can comeback with the 5 other steps to make sure that things are correct and good to go. And simply ask for the buyer if he has anything he or she wants to ask so you can make things clear on the buyers end.

B2B Prospecting: The Key To Getting More Sales From Your Sales Leads Database

B2B Prospecting: The Key To Getting More Sales From Your Sales Leads Database

If you have a sales leads database and still wondering why you’re not seeing that sales figures, that might be because you have fallen short in prospecting. It’s a common knowledge that there are a lot of ways to do this like employing cold calling and email marketing. So why persist in prospecting? Isn’t having a product and/or service already does the work of getting that B2B prospects in front of you? Sorry for bursting your bubble but no. It was and will never be that simple.

Being a trailblazer in your field doesn’t guarantee an easy sell. In most cases, people will not just come up to you and say “I want to buy your product and/or service” or “I want us to do business”. You see, it takes prospects to make sales! You’re nowhere close to getting that business deal without B2B prospects. So time to raid that contact lists and begin calling!

Why do I need to call?

It’s a fact that you’re calling for yourself. Of course! You want a sale. Nevertheless, merely speaking up to people on the phone wouldn’t get you a sale. When you pick up the phone and dial a contact what you should aim is setting appointments! Why? Since you’re still in the prospecting phase of your campaign! At best, appointments equal prospects, and prospects can turn into sales.

How about sending emails instead?

It doesn’t really matter whether it’s over the phone or electronic mail as long as you’re able to set appointments with your target people. Appointments are the real deal since it puts you in the hot seat. It’s what brings you the “audience” you require in order to present your products and services. Just keep in mind that if you’re considering to exploit email as your prospecting tool, do not do email marketing in the manner that you’re doing cold calling.

As already said, forget about the sales you want if you wouldn’t even do prospecting. You should have an “audience” and it’s necessary to get your point across them. If they’re smitten, then you can now guide them through the sales cycle and if everything goes well, you’ll get sale as the end result.

So hit the phone and shoot your email. Start prospecting now if you want to get the best out of your sales leads database!

Getting B2B Sales Done in B2B Marketing

Getting B2B Sales Done in B2B Marketing

The art of persuasion is any sales representative’s weapon. At best, they can make a prospect say that consecutive yeses. This is their part as a business educator. However, they still need to be present at the signing of contract in light of the fact that objections may arise despite of it being the end of the sales funnel.

What if the B2B prospect suddenly said,

“I need a different plan now, what would you be able to do?”

This can take you aback especially if you’re already anticipating them to sign your service. But then again, no turnover are expected. So by what means should you deal with this business transaction when you have likely exhausted your weapon along the sales process? Consider the following techniques:

No contract until ends meet

In B2B marketing, a contract is a conditional type of paper. It can change as parties agree or disagree to a negotiation. Given this, don’t produce a full contract until parties involved have conceded verbally.

Discuss with the decision maker

As indicated by marketing expert John Holland, numerous sales representative make the mistake of transacting with the wrong person. The tip is evident yet it can influence the seller since a true decision maker will press out the contract down to its subtle elements to guarantee their profits.

Take something in return

A sound sales representative-client relationship is a result of shared respect and trust. This implies that the sales representative shouldn’t acknowledge each and every one of the prospect’s demands without presenting some of theirs. This will fasten  the foundation of a mutually beneficial relationship..

Negotiate past the profit

Normally, the negotiation in view of a business bargain is the value. So sales representatives ought to be ready in talking discounts. This signifies more than just cash. A sales representative should always offer an incentive to the prospect.

Sales Leads Qualifying Questions and Attributes

Sales Leads Qualifying Questions and Attributes

Provided that a qualified lead generation in a B2B marketing-for-leads program is to flourish, marketing, sales and corporate management should part an integrated definition of qualified sales leads. This is because the marketing team will have a better shot in producing leads that will be significant to the sales representatives if every one of them concedes from the beginning on what a qualified sales lead is.

It’s imperative to check the qualified leads definition, in writing, with the mentioned bunch. This definition is diverse for each organization, so it’s an absolute to do some work to determine the description of qualified sales leads at your organization. Take for instance, determining a qualified sales lead include asking these general questions;

  • Does the prospect have a need or an application for your product or service?
  • What is the prospect’s role in the decision-making process?
  • What is the prospect’s timing for purchase or implementation?
  • What is the status of the prospect’s budget?
  • What is the size of the opportunity?

Though, additionally detailed criteria may be needed in other organizations. This begins with a company contact, who affirms to a business issue, either latently or openly, that could be tackled by a product and/or service you are offering.

Further to having a business issue that your products or services can resolve, very qualified sales leads should meet particular conditions:

  • They should have an organized project in play. This is evident if a team has already been selected to take care of the issue or, for a small business, if the inquirer’s boss requested that him or her to seek a solution or make a suggestion.
  • They already have or trust that they provide the cash to purchase a solution for the issue. Or, is in the course of forming a financial plan.
  • They intend to buy within a sensible span of time.
  • They have the ability to get you before the suitable, final decision maker(s) when the time is correct.

With marketing, sales and management, being on the same page about qualified sales leads, everybody can pull it together in targeting and maintaining the most potent leads. Therefore, increasing sales and revenue as the outcome.

Here’s Why Script Is Important in B2B Appointment Setting

Here’s Why Script Is Important in B2B Appointment Setting

It’s not entirely clear how important, but most, if not all appointment setters know that the calling script they use in reaching out to a potential client is important. Sure. Doing calls is not everything there is to a sales process, it’s only a part of your B2B appointment setting strategy. On the other hand, your first literal contact with your prospect is the point where you ring the telephone and the other line voices its welcome. If you don’t think your first words to your prospect is vital, think again.

Many have already argued and asserted that the last impression is the one that matters instead of the first impression. It might be true, but not in the case of telemarketing. Merely because of the fact that there might be no possibility for that last impression if the first impression is not met in the first place. Take for example, a rejected and hanged-up call. The last thing you wanted is for that potential client to drop their telephone after the first few seconds of the call. Consider this.

Prepare a powerful call script.

Everything goes to your preparation, really. Odds are, a prepared and practiced script decides your success in setting an appointment. Extemporaneous talking may turn you into a blabbering mess. Your script won’t just spare you from this but can also get you in the matter of how you would like to end your call; You’re hardly caught off guard to questions and requests. Your message is consistent. The flow of the conversation is coordinated to your objective.

Engage yourself in a conversation. Don’t go sounding like a robot when talking to a prospect. It’s a big no to sound like you’re just reading your script. That is the reason why there’s preparation. You could practice until you sound persuading enough in an impromptu chat with your prospect. For example, actors practice their script until it become something that they would actually say instead of just reading it. Set aside a time to listen to your prospects and really establish a conversation with them rather than simply letting the words spew out of your mouth.

Elements of a Successful Lead Generation Strategy

Elements of a Successful Lead Generation Strategy

Progress in the B2B enterprise requires a potent lead generation methodology. In any case, you additionally need to turn those leads into avid clients. So let’s take a look at this lead generation elements that when fused and optimized, can bring forth a strategy that will not only generate leads but also drive them further the sales funnel and ultimately convert.

  • Lead Capture
    Lead capture forms are intended to round up relevant data in as few clicks at most. They can be employed as CTAs or displayed as pop ups just as prospects click that ‘x’ to leave your pages. Obviously, the most ideal approach to get that opt-in is to present an offer they cannot just say “No.” to!
  • Lead Magnets
    Prospects wouldn’t fret sharing information when they’re getting something important consequently. So what can you possibly present them? Content. One that draws them in and something they just can’t come across anywhere else. Hence, a lead magnet. This can be in the form of online newsletters, e-book, white paper, case study, webinar or demo.
  • Landing Page Conversion
    Regardless of whether your leads are getting through your website, clicking your ads or contacting you by means of email or social media, you’re landing page is where the game begins. Make a particular landing page for each lead generation campaign. This makes a consistent experience and allows you to keep track on campaign outcomes. To guarantee conversion, maintain on branding your landing pages. Utilize one CTA and make it brief and straightforward.
  • Lead Targeting
    Not everybody who goes  your direction will be an immaculate fit for your products or services. As opposed to sitting around idly on deadlock leads, concentrate your lead generation efforts on individuals who have an honest to goodness enthusiasm for your products or services. Focus on your lead generation by utilizing buyer personas in view of the information you’ve gathered through lead capture forms, website analytics and email and social media campaigns. Moreover, regard demographics, work duties, interests and pain focuses.
  • Lead Scoring
    Lead scoring enables you to rank and organize leads in line with their engagements activities with your lead generation campaigns, website and content. Fundamentally, you allocate points to a particular activity. Leads that gain points rapidly may be prepared to ride the fast track to sales, while the rest needs more nurturing.
  • Lead Nurturing
    Not all leads are going to be prepared for the sales. Truth be told, leads will be distributed all throughout the channel in view of their respective position in the purchasing cycle. This incorporates cold contacts, warm leads and existing clients. To guarantee leads proceed consistently towards conversion, maintain compelling them with up-to-date, significant content. In case you’re presenting them value, delivering them the appropriate message at the appropriate time, will put you on their radar for the prospective sale.

How to Tell Which Customer is Always Right


How to Tell Which Customer is Always Right

Numerous business representatives can confirm that the notion of customer being always right isn’t generally valid. Truth be told, some of them can be so terrible you can’t resist the urge to wish them the worst. On the other hand, shouldn’t something also be said about your best customers? Shouldn’t something be said about the customers who have been with you for a very long time? Shouldn’t something be said about the individuals that had and still continuously adds development to your business by bringing you in plenty of timely data?

This may sound excessively hopeful, but it’s a reality for a ton of businesses who  have such customers. Terrible clients don’t get an ear, in any case, great ones merit listening to. And still, at the end of the day, you might still have hesitation that they’re always right. Some of them could even be more right than the others. So how would you tell which one is?

Look up their credentials – If you’ve been handling many important customers for some time, you’d unavoidably deduce that there are some credentials that are being claimed (transparently or not). A few customers would refer to involvement with past providers for instance. Others would point out on their own tastes and involvement with various items/service in your niche.

Do some ranking – Whether you utilize a CRM for this reason or do what needs to be done straight from your head, incorporate a ranking framework while sorting out customers data. The said framework should be founded on the credentials you’ve set out to recognize. This will give a push to future lead generation campaigns to set needs when advertising new items/services or when prompting feedback.

Figure out how to compensate them – Sometimes it’s insufficient that you just give your customer the mere bang for the buck. The expenses could still be overwhelming on their part. So once in a while, you have to leave them an impression that they’re really getting a tad bit more than what they’ve spent. Moreover, try not to constrain this strategy to sales when you can draw in more customers with the way you compensate the individuals who have been patronizing your business.

There’s not much difference from when your customers were sales leads and set appointments. There will be those who gave worth to your business more than the others. Not all customers are right but some could be more than the others.

Gearing Your Sales People: What’s There to Know About the People in the C-Suite

Gearing Your Sales People: What’s There to Know About the People in the C-Suite

Selling to the people in the C-Suite is on a different level. You can’t just pitch them your beaten script. After all, they are the decision makers. Talk to them on point and you’ll close sales faster. Nonetheless, with the advantages of going in on them directly, there’s also a lot of considerations to take in. So as you chase after these big shots, be reminded of the following.

  • They’re paid to advanced business results. Such encompassed boosting sales, market share, customer service and loyalty; lowering costs, errors, or employee turnover; increase productivity, employee commitment, etc. So make sure your products, services or solutions address one or more of these goals.
  • Their priorities changes from time to time. So despite of showing interest on your solution at first, it is inevitable to get a different story once you follow-up for a call/meeting. Therefore, it is important to have tactics to make these people see sense on why they should have your solution.
  • They’re generally very busy people; arriving first at the office in the morning and leaving last in the evening. They receive a lot of calls and emails every day and they go to many meetings. So be tenacious in your efforts to reach them and once you did, make use of such precious chance. Don’t make them regret they’d given you their time whether it’s an email correspondence, phone call or face to face meeting.
  • They don’t operate in a silo. Opposite to the popular belief, these big shots professionals hardly come up with decisions alone. They deliberate and hear sentiments from their colleagues and subordinates. This signifies that you need to involve them in every conversation, every step of the decision making process.
  • They don’t like to commit mistakes. Such can change their reputation in the company. This correspondingly influences the decision-making process and implies that it is necessary for you to uncover their risk factor during your conversations.
  • Most of them have a healthy dose of ego. You can say that it’s one of the things that drove them to attain their position in the company. Given this, you should be extremely certain about your own capacities when pitching to these people. If you’re being challenged, don’t back down. Otherwise, it will cost you your business because they definitely don’t want to negotiate with people who don’t trust in what they do.

So what are you waiting for? Go get ’em!

B2B Marketing Strategy Stats in 2016 to Guide you this 2017         

B2B Marketing Strategy Statistics in 2016 to Guide you this 2017

With 2016 concluded, begin planning for your B2B marketing strategy for that another lap around the sun with these relevant data.

  • The three most common lead generation strategies are email, event and content marketing. (DM News)
  • Inbound organizations are 4 times as likely to rate their marketing strategy as effective. (HubSpot)
  • Just 61% of marketers believe their marketing strategy is effective. (HubSpot)
  • 72% of organizations that calculate ROI say their marketing strategy is effective. (HubSpot)
  • More than eight out of ten (81%) of companies rate their digital marketing strategy successful to some extent at achieving their important goals, with 12% rating it “very successful”. (Ascend2)
  • More than two thirds of companies report struggling with lead generation. (Lattice Engines)
  • Lead generation strategies were only successful for 13% of business in accomplishing their main objectives. (PureB2B)
  • Amazingly 68% of B2B companies have not identified their sales funnel. (Marketing Sherpa)
  • When sales and marketing teams are in sync, companies become 67% better at closing deals. (Marketo)
  • Companies with aligned sales and marketing generated 208% more revenue from their marketing. (Marketing Profs)
  • B2B companies who don’t align sales marketing teams cost themselves upwards of 10% revenue each year. (IDC)
  • B2B organisations that aligned their sales and marketing operations achieved 24%. faster three-year revenue growth and 27% faster three-year profit. (Sirius Decisions)
  • Only 44% of companies are using any kind of lead scoring tree. (Decision Tree)
  • 57% of B2B organisations identify that converting qualified leads into paying customers is a top funnel priority. (Marketing Sherpa)
  • Only 19% of CMOs identify that improving database hygiene as a top strategic priority for lead generation activity. (Marketing Sherpa)
  • 46% of marketers say photography is critical to their current marketing and storytelling (CMO Council)
  • The top information used by marketers to inform paid optimization strategies is analytics (27%), followed by conversion rates (20%) and A/B testing (17%). (Formstack)

Imperative Maitenance in Data-Driven B2B Marketing

Imperative Maintenance in Data-Driven B2B MarketingAs effortless as it may sound when said, maintaining data is not actually something that you can just breeze through. Even key employees, in many instances, acclimate to the gaps brought about by terrible data and the matter in question gets to distinctly escape the B2B marketing leaders. Taken cover behind those bounces and unsubscribes, is a hollow, brimming with wasted cash carelessly spent on B2B marketing of poor database.

A Data Hygiene and Enrichment Report conducted on 2015 gave way to the formulation of a five stage preparation as suggestion to enhancing contact database to boost client’s experience — and eventually, a B2B marketing’s potency. They are as follows; (1) Evaluate the current state of your database; (2) Build a data governance plan; (3) Formulate a data standardization strategy; (4) Identify channels for appending data and (5) Assess the tools at your disposal.

Creating a game plan for administrating and standardizing data are vital elements for a data driven B2B marketing. However, it is the initial step that is the most decisive: assessing the status quo of your database.

Correspondingly, this is the part where data check tools turns out to be very crucial: at the absolute starting point of the procedure. Coupled with a verification service to refresh obsolete records, dispose flawed data, and reaching out to past leads, you will take out a hefty portion of the email deliverability problems that always confront a large number of marketers.

Utilizing data to test theories and make choices has always been a much better solution for creating B2B marketing strategies than relying on instincts. However, it follows that if you want a data driven B2B marketing to work for you, prioritizing the quality of your data is a given.  For sub par data will throw off all your subsequent data and will also bound to hurt your B2B marketing endeavors.