What is Business to Business Sales: Definition, Strategy and Trends

Jun 17, 2019

Eduardo Alonso

It’s just selling, isn’t it? I’m sure you’ve heard this question a few times after you’ve mentioned you work in business to business sales. Such an assumption makes your eyes roll because business-to-business sales, more commonly known as B2B sales, is a tough field in which salespeople face demanding professional buyers and overzealous decision‑makers.

Yes, business to business sales is just that, sales from one business entity to another, and therefore, requires persuasive communication and strong negotiation skills. However, mastering business-to-business sales is much more than just selling. Due to the complex scope and scale of the business-to-business model, salespeople must achieve a thorough understanding of a prospect’s needs, so they can adopt a consultative role.

Because the way people buy has changed, this is the right moment to review what makes business-to-business selling different, and how technology is changing this way of doing sales.

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Topics: B2B Sales

How to Build a Sales Playbook for the 21st Century

May 27, 2019

Erika Granath

In sports, many teams use a playbook to chart out potential in-game scenarios, outlining the teams' strategies, tricks for avoiding common impediments, and tips for reaching goals smoothly. Similarly, a sales playbook can help sales teams build systematic winning habits and processes.

Integrating sales playbooks into your business strategy ensures better attainment of quota, increased customer retention rates, and improved lead conversion rates.

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Topics: B2B Sales

Total Addressable Market: A Practical Guide to Crunching the Numbers

May 21, 2019

Erika Granath

If you’re an angler, you might be interested to know that the newest estimates say there are about 3,5 trillion fish currently living in the world ocean. If you’re a salesperson, you probably don’t care about things like how many salmons there are in the Pacific Ocean. What you want to know is the number of companies that can be successful with your product or service, and what revenue these potential customers can generate you–your total addressable market.

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Topics: B2B Sales

Perfect Your Sales Script: How to Pen Winning Cold Calling Scripts

May 8, 2019

Erika Granath

Sales calls where salespeople read from generic cold calling scripts convert at an abominable rate: Less than 1 percent. That means if you make 100 calls, you’ll only get one meeting. Unsolicited cold calling sucks for the salespeople but is probably worse for the prospects.

The phrase “always be closing,” popularized in the 1992 film Glengarry Glen Ross has no place in today's world of informed buyers. In 2019, salespeople have to follow a totally different mantra: always be helping.

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Topics: B2B Sales

9 Proven Tips to Speed Up Your Sales Cycle

Feb 21, 2019

Radhika Bhangolai

We all know that time is money, and that’s especially true for small businesses. As a matter of fact, 82 percent fail due to cash flow issues. Keep in mind: cash flow is not just about money coming in and out. It’s also about timing. Even if you have a proven product, with too long a sales cycle you might end up experiencing cash flow concerns.

This is why many sales organizations focus on improving their sales cycle speed. They look at each phase of their sales process to check for problems and provide steps for optimization. Their very survival may depend on their ability to decrease the sales cycle length.

In this article, we’ll show how you can boost your sales cycle speed with these 9 proven tips.

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Topics: B2B Sales

Prescriptive Sales - How To Make Purchasing Easy For Your Customers?

Aug 30, 2018

Erika Granath

Networked society has given buyers easy access to more information about endless solutions and purchasing alternatives. Most B2B sellers think this automatically means that their customers are in the driver’s seat – empowered, armed to their teeth with information, and clear about their needs.

Customers, however, seldom see it that way. More information begets more questions, which leads to customers working harder to ensure that they fully understand the requirements and the alternatives of every offer.

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Topics: B2B Sales