You will have to fight to get more qualified leads to keep your pipeline di vendita healthy, usa phone number list while having to fill that pipeline well in advance due to long sales cycles.
B2B sales are also more than a transaction; they require complex sales strategies to convince all parties involved in the deal.
In this article, we will share with you four B2B sales strategies that have helped many of our clients overcome these challenges and stay ahead of the game.
1. Vendita strategica
Strategic selling was pioneered by Miller Heiman Group . It is a tactic that focuses on helping companies win complex deals with a scalable, insight-driven approach.
The core of the approach is the ability to identify the different points of contact at the company you are looking for, based on their influence on the sales process. You then determine the level of support these contacts can provide during the decision-making process of the prospect company.
An infographic showing strategic sales metrics for b2b sales
Fonte
For example, imagine you want to sell a project management e automazione tool to a company . In this case, your first point of contact might be the COO or a marketing manager, who is looking for productivity tools to increase team effectiveness.
After reaching out, you may find that the marketing manager is the right person to promote the introduction of your software in the company, aka the “coach,” while the COO is the one who will make the actual decision, aka the “economic buyer.” So, during the outreach phase, establish your value proposition based on the needs of the marketing department. This way, you can start the conversation on a meaningful basis.
Then, you provide the marketing manager with the kind of information he or she needs to convince the operations manager. Or arrange for a meeting with the marketing manager and the operations manager together, perhaps with the IT manager, who will probably be the "technical buyer."
With the help of the marketing manager, you make sure that the operations manager gives his approval and the IT manager gives his approval .
This is strategic selling.
Perché funziona?
This strategy forces sales teams to go beyond the usual contact they establish with the prospect. It pushes them to dig deeper into the organizational graph of the prospect company .
By doing their homework on the full account, they can actually identify all the people who can influence or make decisions.
