23 Dec Eight Tips to Evolve B2B Strategies and Boost B2B Sales
The future of B2B is about more channels, more convenience, and a more personalized customer experience. Your competitors are adopting new strategies to win new clients. It’s time for you to evolve with the competitive landscape. Here are a few tips to reinvent your B2B strategies and boost future sales.
1. Define a clear buyer persona
Understand the target audience who’ll benefit directly from your product. Next, create a B2B buyer persona, such as the age, gender, and role of your target customer, the industry they work in, and the size of their company. Understand their goals, pain points, and buying patterns. Tailor product development, social presence, and brand voice in line with the buyers’ needs.
2. Set your foot in the door with organic strategies
Ensure content is discoverable with Search Engine Optimization (SEO) techniques. SEO is one of the most cost-effective tools for brand awareness and attracting leads. Include target keywords in the content that correspond to the maximum Google search queries in your niche. This will help your brand rank higher in the search engine. Build links from authoritative websites to secure more organic traffic.
Publishing thought-leadership guest posts and running Public Relations (PR) outreach campaigns are some of the ways to secure more backlinks from quality websites. Focus on website speed and mobile friendliness to improve the users’ experience.
3. Invest in modern lead-generation strategies
B2B clients now expect more authentic and personalized connections. Appealing to multiple prospects may not result in targeted relationships. This is where unconventional channels come into the picture.
- Account Based Marketing (ABM): Concentrate resources on a set of target accounts that represent higher growth opportunities. Sales reps can collaborate with the marketing team to create tailored messaging designed to engage each account and forge more personalized connections.
- Referral marketing: Seek referrals from happy clients. You’ll close more deals if you can entice customers to refer your company to their social circles.
- Affiliate networks: Start affiliate marketing programs by partnering with content creators, and social media influencers. They will promote your product to their loyal audience in return for a commission based on leads generated or actual conversions.
4. Be a detective
Figure out what your prospects’ issues are and work toward solving them. Focus on addressing their pain points rather than promoting your features. Develop an omnichannel presence to ensure you’re serving customers at the right time and place. In fact, B2B decision-makers now regularly use ten or more channels to interact with suppliers.
5. Optimize the sales funnel
We generally work lower down on the funnel and neglect low-hanging fruits at the top. Increase brand visibility to top-of-the-funnel prospects. With this, when the time comes to purchase, your company is at the top of their minds. The most effective way to do this is by creating educational and problem-solving content, such as blogs, white papers, e-books, and newsletters. Include clear and interactive CTAs to gather the leads and guide the high-intent ones through the sales funnel. Avoid pushing a sale as it will drive away prospective clients.
6. Use social selling to deepen your spot in the space
Social media will open you up to a whole new audience. Seventy-seven percent will choose a brand over a competitor after a positive experience on social media. Optimize your presence on sites such as Facebook, Instagram, Twitter, and LinkedIn to position your brand as an expert in the field. Talk about your product’s unique selling point, comment on trending industrial trends, share positive customer testimonials, and engage in meaningful conversations. All of this will help you establish credibility and authority.
7. Empower your teams with training and sales tools
Give your reps access to sales enablement materials, such as proven call scripts, whitepapers, and case studies they can use to increase B2B sales. Provide them with tools to let them thoroughly research the lead they’re prospecting. Train them with skills to personalize their conversations with B2B leads. Provide Statement of Work (SOWs) and scripts for quick problem-solving.
8. Partner with Linked Strategies
Generating a consistent flow of high-quality leads can be challenging. If you feel you don’t have the bandwidth to do the necessary prospecting, especially to the C-suite, and lack the marketing resources to effectively run the campaigns, we’ve got you covered.
Linked Strategies will help you with targeted messaging to drive attention from high-value clients. You can also outsource and fully automate the process of driving new referrals. Our data strategies, AI technology, and comprehensive campaign strategy can help you with guaranteed results. Contact us today and we’ll work with you to find, nurture, and set appointments with the right leads.