The B2B model consists of the sale of services or products from one business to another business (Business to Business), making the commercial relationship more complex.
The products or services of a B2B company are solutions that bring benefits to customers and their businesses. And, therefore, they require a lot of financial investment, due to the more robust commercial structure. Therefore, the Customer Acquisition Cost (CAC) is usually high .
Therefore, the buyer tends to think calmly and make a complete analysis of the pros and cons of that purchase. And in this way, the sales cycle becomes increasingly longer.
In this model, the salesperson also needs to be a consultant, since the consumer is an expert. Here, it is necessary to have enough knowledge about the market to recognize the customer's problem and propose a solution.
In addition to the complexity of sales, the average ticket is high. This is because the investment in tools and materials for that product or service is generally greater than for B2C businesses. Therefore, as a result of this effort, the average value per purchase also becomes higher.
7 Ways to Improve B2B Sales Results
b2b sales
Because they are more complicated and also require sri lanka whatsapp data a greater financial and time investment, it is necessary to guarantee good results in B2B sales to ensure the productivity and performance of your business.
So, check out a list of 7 ways to improve B2B sales results below.
1 Invest in digital marketing actions
First, you need to know your product, business and the market in which you operate well. Then, understanding your customer's behavior and developing digital marketing strategies can make a big difference in your B2B sales.
Digital marketing has the power to boost results with less effort and investment.
In this sense, marketing actions that involve the sales funnel with a focus on generating qualified leads are the best options. Remember that sales take time, so focusing on qualifying leads is more important than having a high number of them.
According to a LinkedIn survey , the alignment of marketing actions has its value in B2B sales. 72% of high-performance salespeople rate the leads generated by marketing as excellent.
Investing in technological tools and social networks are also great options according to the same survey. This is because 68% of salespeople believe that social networks help with conversion, being one of the most efficient approach techniques. And 57% of the B2B companies interviewed should increase their investments in sales technologies.