Business to business [B2B] sales is all about displaying or demonstrating what the company needs to run a better business. In the past, direct mail and cold calling were popular B2B sales techniques, which have dramatically evolved. In B2B sales, the transaction of buying and selling is between two businesses. For example, a development company sells data governance software to organizations – it is a B2B sales.
Perform high-level market research and identify the demand for what you will offer. Identify your target business and see how your software will resolve their issues and what business value will they gain.
B2B vs. B2C sales
B2B sales are different than business to consumer or B2C sales. In B2C, the business sells its products or services directly to customers. For example, a boutique sells clothes directly to customers. Selling B2B software training is crucial because of several reasons.
- Unlike B2C, more decision-makers are involved in B2B, so the seller has to sharpen their selling technique to convince multiple stakeholders.
- Unlike B2C transactions are massive in B2B.
- B2B sales are not impulsive, so completing a sale takes longer.
- In B2B sales, the pricing strategy differs. The order is large and customers expect price negotiation.
- The payment process in B2B is more complex.
How does the process of B2B sales work?
During the training on how to sell B2B data governance software, the instructors at the Data Management Education center will teach you to design a sales process suitable for your niche, prospects, and goals. When the B2B sales process is done correctly, it has the potential to be deeply rewarding and extremely lucrative.
In this stage, the customer is just gaining awareness that this is an existing problem, so never discuss specific offering or pricing details. Use a sales platform like Allego’s solution that has conversation intelligence so you can analyze each call, improve your process and learn from your mistakes.
How does an effective sales process look like?
Do market research
Perform high-level market research and identify the demand for what you will offer. Identify your target business and see how your software will resolve their issues and what business value will they gain.
Find potential customers
As you are selling the DG software to organizations, your potential customer will be the C-suite or decision-makers with authority, and finance control. Do some assessment about your prospects to ensure that they need and have a budget to purchase. It will ensure that they are viable and a good fit.
Initial outreach
You identified your target client and now it is time to confront via cold calling to scheduling a physical meeting. A prospective client will go through purchase stages including –
- Awareness
- Consideration
- Decision
In this stage, the customer is just gaining awareness that this is an existing problem, so never discuss specific offering or pricing details.
Pitch to every lead
If everyone reveals interest doesn’t mean they will transform into qualified leads. You are selling to several contact points, so pitching will take most of your energy and time in the B2B sales process.
Every sales pitch has to be customized for every qualified lead. You need to confront potential customers with information on how and why the DG software will offer better solutions associated with marketing, sales, finance, and many other decision-making activities.
Follow up
After the pitch session, B2B salesperson will need to send a business proposal to the customer in writing. Everything discussed has to be mentioned in the statement of work.
Sales closure
You are close to selling the DG software. You need approval in writing. In case, you detect hesitancy regarding sales closure, find out the customer’s concern and address it via a product demo or meeting.
B2B sales process is lengthy but with happy clients, you can expect a repurchase. Therefore, sales closure does mean follow-up emails to nurture a long-term relationship.
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