11 Steps to Boost Your B2b Sales Experience: Best Practices for All Sales Teams
Many people are interested in learning about the B2B sales experience, and there are many approaches available to improve your customer experience that increases your overall revenue. The experience you provide to your customers has a big impact on their satisfaction and loyalty.
Topics include: what is a sales experience and B2B Vs. B2C, why do you need one, and how can it help generate revenue? 10 steps go into creating these successful B2B sales experiences from start to finish. Let's get started!
What Are B2B Sales?
The B2B sales model involves selling products or services by businesses to other similar companies. This type of customer base usually involves higher price points, more complex processes, and several touchpoints over multiple channels. B2B sales require highly trained knowledgeable sales reps or sales managers to drive revenue via potential clients. According to Gartner's sales research, by 2025 over 80% of the B2B sales interaction occurs on digital channels.
What is B2B Sales Experience
B2B means business-to-business sales where you will be selling products or services to other businesses. This type of sales requires lots of networking, cold email outreach, and cold calling. The B2B sales experience is the experience that a b2b customer has while they work with you on the B2B sales funnels. This can include what type of support they get, purchase journey, when and how much it costs to buy your product or services.
It is more important for any business to create a positive customer B2B experience. You need to provide them with the best possible solutions. Better sales experience will make your customers more likely to buy from you again in the future and, therefore, increase revenue.
The customer experience is made up of all interactions with your business, including customers' experiences when they interact directly or through an agent. The complete customer journey with your company includes the customer and business interactions. B2B sales experience comes during the selling process. In sales improving the customer experience is an integral part, and it plays a vital role in increasing the business profit and sales.
What Are B2B Sales? Differences Between B2B and B2C?
B2B sales are business-to-business sales. The B2B sales model involves selling products/services to another business rather than selling to individual consumers. B2B and B2C (business to consumer) sales are different. B2B sales usually have a higher price, more unique purposes, a longer sales cycle, and require a lot of touchpoints to close more sales deals. While B2C purchases are more likely to rely on personal buyers' emotions, B2B transactions are influenced by many rational decision-makers(multiple stakeholders)in a company or organization. Learn more about B2B vs. B2C Sales.
What is meant by the B2B sales process?
B2B selling is a complex process that requires well-designed B2B sales techniques and strategies. On average, B2B sales cycle has 7-stage. The first and foremost stage is awareness, which includes attracting the buyer's attention and getting them to know about your product or service online such as social media ads like Facebook Ads.
Each business has a unique b2b sales technique for various buyer personas based on the selling situations. The stages in the sales process will depend on the business, industry, and the sales organization. On average, the sales process B2B involves 5-8 stages in the B2B sales cycle.
11 Proven Steps for an Effective B2B Sales Experience
1. Track & Measure Your Sales Process Performance
Measuring and tracking performance is essential to refining your selling process. Without it, you won't be able to optimize or improve upon what's currently happening in the company and know when there are areas for improvement, such as new opportunities that may arise from looking at data.
You can’t improve and optimize your sales process if you don't measure. First, you need to understand the current performance to optimize your sales process. All the information you gain helps you to make an informed decision.
The key to making informed decisions is tracking the performance of your sales process. This will give you an idea of what works better and where your sales professional or b2b sales reps can improve so that all future efforts are more likely to succeed.
Identifying key performance indicators (KPIs) that will automatically collect the necessary information about what’s going in with these numbers, so you don't waste precious hours of work. Information is the key to making better decisions. The more you know about your sales process, the easier it will be for you and others in charge of implementing its success or failure.
2. Analyze Your Sales Process
To ensure your process is running smoothly and efficiently, it's important to break down each stage. You'll understand where any issues are in the overall workflow or breakdown when you know what activities occur at different points throughout these steps.
It's crucial to know what has been working in your sales process before you start optimizing. The last thing anyone needs is a new sales strategy that doesn't work because you tried it on an already successful one.
It is time it took to the sales/marketing team and offered them a good idea of what needs improvement. If one closes quickly while another takes over seven days, we might point out that there's something wrong with our lead-generating procedures. This should not vary greatly from the deal to deal based on their sizes or complexity levels.
3. Differentiate A Good Fit Prospect & A Bad Fit Prospect
B2B sales representatives or sales leaders could sell to anyone in the past. These days an effective one needs knowledge of their customer profiles and b2b buyer’s personas as well as understanding how your business offerings will be a better fit for the prospects on top of being able to provide more value, so they bring in good-fit customers instead.
A B2B salesperson must have an ICP and buyer persona in today’s competitive market. They also must become familiar with the ways their product or services can potentially be better fits or provide more value, so they bring on only good-fit customers who will want what you're offering.
For a sales team, it is necessary to know their customer and the types of customers interested in their product or service. Without knowing, they can't expect success.
4. Listen To Your Prospects Or Potential Customers
There is no point in asking a question or queries without paying attention to the answer. Listen carefully to what your prospects say. This helps you understand their business challenges. Your b2b sales team can learn a lot by listening to potential b2b customers.
Active listening to your prospects helps gain their trust and build a better relationship with them. It also gives you time for ideas on how they might solve the problems that are facing both of you in this conversation or transaction, allowing everything to go more smoothly towards closing deals.
5. Understand Where Your Potential Customer Is The Sales Process
We’ve seen a new phenomenon in B2B sales in recent years called "swarming and ghosting". Swarming and Ghosting are both ways buyers behave when they're not sure what to do next. In swarming, prospects spend lots of time looking around online but never decide to buy anything. Ghosting is when b2b buyers decide to buy something but never follow through.
Today prospects spend plenty of time exploring your product or technology before making a purchase decision. Understanding if they're first-time explorers vs. seasoned buyers can be key to winning their business because there's no way you'll get them back unless it’s something worth keeping.
6. Identify Ways To Shorten The Sales Cycle
The average sales cycle is anywhere between 4-6 weeks. Identify your sale cycle time from the prospect's inquiry to the first trail and then move towards the final purchase for your product or service. Each business has a different sale cycle time. One of the best ways to reduce the sale cycle is by helping the prospects to figure out what they want to buy from you. This will shorten the sales cycle by answering the question, it’s easy for them and makes their buying decision.
7. Do Extensive Research
Figuring out what the targeted prospect is looking for and how to best offer it to them will help you create an engaging experience that caters to your company's products or services specifically. You can tailor their experience with yours by knowing exactly where they're at in terms of buying you've done some research. And don't worry if there isn’t much information online. Smartwriter has got this covered too for personalized outreach message creation.
The future of lead generation has arrived. Artificial intelligence (AI) is used to help you find more information about your prospect, including what they read online and when. You won't have any trouble generating leads anymore because this platform automatically updates with new prospects every day. Using Smartwriter your business can do prospecting most effectively and efficiently, where you can scrape thousands of quality prospects from the 500+M Sales navigator prospects profile for Free.
Having effective B2B sales strategies is a constant creative and effective way to convert more leads into your buyers. When it comes down to converting prospects or turning them into consumers, do extensive research and have effective proven sales prospecting techniques in place.
8. Listen to Your Potential Prospects
Listening carefully and giving full attention to what your prospects say will make them feel like they are being heard. This creates a more personal connection that may lead you down the path towards buying your product or service offerings.
It is the best approach, just by listening to your potential buyers. Your prospects will tell you what they want and how to provide it, all without your input. Listening to your prospects is a vital part of solving their problems and helping them reach the goals that they want. By spending more time listening than talking, you can absorb all necessary information from those conversations which will help build trust with customers and brand yourself.
It is the most important part of the B2B sales process and it helps your sales team to understand the buyer’s current challenges and pain points by listening to them. Spending time and listening to your targeted buyer will build trust in your brand.
9. Educate Your Customer
Listening to your potential buyer’s needs and desires is an opportunity for you, as the salesperson. You can help educate them on what exactly they are looking for in a product or service while also helping them get clear about how your product or service offering fits into their lives. As per the Forbes research, more than 53% of the B2B customer purchase decisions are archived through educating the customer on the new things and their challenges.
Teaching the new information that the potential buyer wants will be a kind of sales pitch without reaching off too pushy. It is an opportunity for your business to educate them and understand their needs and wants. You should never force your B2B sales leads to hear too much about what you are offering.
Remember that you are helping them broaden their knowledge, not selling anything. Besides, customers should drive the conversation themselves instead of being overwhelmed by only hearing from one side all day long. This will make things more intimate and realistic in an engaging manner.
10. Map Out the Buyer Journey
The correct way to market your product is by understanding the customer's needs and preferences. Every person has different ways to buy products, so you need some variety to feel satisfied with their purchase which means knowing exactly what will make each individual happy.
The customer's buying journey is multifaceted and is unique for every prospect. You need to thoroughly research to know which channels are most effective at capturing your potential prospects' attention.
Some of the sales closer processes may require multiple touchpoints such as voice, message, or in-person interaction, while others might be interested only once they've seen a demo of the product before making an ultimate decision on their purchase journey.
11. Rely on New Technology
To improve your sales experience marketing automation and sales enablement tools are essentials. Personalization in craft messaging will enable the readers to resonate with them. This will give a feel that your business has done research before reaching out to them. The best sales automation tools or Marketing automation tools like Smartwrtiter AI enable the sales and marketer to create personalized messaging that resonates with prospects in no time.
The most important factor in a customer's purchase decision is personalization. Personalized videos or personalized email messages will have a huge impact on sales conversion. It allows you to showcase your brand and make an instant connection with potential buyers on video by displaying how they can benefit from working together.
The journey of enhancing your B2B sales experience is not an overnight job. B2B sales experience is key to a successful business. The best way to improve your business sales experience is through the above best practice and by following the right steps at the right time.
Sales teams of all sizes can use these best practices to boost their sales experience. Using these tips, you can improve your chances of making a sale and increase customer satisfaction.
Implementing these practices will help you boost your sales experience and close more deals. What are you waiting for? Get started today!