to Prepare Your B2B Sales Team for Success

B2B sales aren’t just about having leads, nor are they just about having contacts.

The best B2B sales teams understand the value of creating and fostering relationships in order to build a valuable sales pipeline.

Here are any sales team member can use to improve their success by combining data with a commitment to helping prospects solve problems and achieve his or her businesses’ goals.

The people you contact aren’t just prospects. They’re people.

What college did they attend? What are their positions? What are their hobbies?

Knowing your prospects is the first step to making them customers.

TIP 1: FOCUS ON THE PROSPECT

When prospects describe their problems, you need to listen to understand how you can add value for their companies and highlight the ways your product will help them achieve their goals.

TIP 2: LISTEN TO BUILD TRUST

Your product or service is designed to solve a problem.

When you know what prospects struggle with, you’re in a better position to appeal to them. Working with you should help them get a promotion and positively change bottom line goals.

Tell them exactly how you can do that.

TIP 3: MAKE PROSPECTS BETTER AT THEIR JOBS

Helping people succeed is the fastest way to a deal.

When you understand their goals, you can highlight the ways your products or services help them achieve those goals.

TIP 4: TIE PRODUCT OR SERVICE TO BUSINESS GOALS

Since you’ve tied your pitch to your prospect’s goals, you need to develop a plan, complete with timeframes and objectives, which illustrates precisely how working with you will lead to success.

TIP 5: HAVE A CLEAR SUCCESS PLAN

Your prospects are hearing from your competitors.

After an initial pitch, a defined, tested follow-up plan keeps the prospect engaged and moving toward conversion.

TIP 6: HAVE A FOLLOW-UP PLAN

Don’t assume because you had a good conversation over lunch that you’re going to close the deal.

Stay active and keep prospects engaged to advance relationships.

TIP 7: RELATIONSHIPS DON’T CLOSE DEALS

Prospects want to hear from more than just an account manager or salesperson.

Know when each team member is needed at which stage of the process of closing the sale.

TIP 8: USE A TEAM APPROACH

This isn’t just about knowing the prospect. You need to know more about what you’re selling – and it’s more than just product features. You need to be ready to answer every question.

What’s the ramp-up time like? What’s your approach to customer service? Are there common issues with integration or installation? What are the available payment options? You need to be ready for it all.

TIP 9: BE PREPARED

Sales teams need to be aggressive, but the risk of trying too hard is there, as well.

Don’t push too hard with any product or service pitch without understanding what is likely to appeal to them – and what may push them away.

TIP 10: DON’T BE TOO AGGRESSIVE WITH A PITCH

Being straight forward is never a bad thing. After you spend some time working for the sale, ask for it.

Prospects know you want their business, so, once you earn their trust, ask for the order, too.

TIP 11: ASK FOR THE ORDER

Why did a prospect choose your competitor?

If you miss a deal, gaining as much information as possible about the reason will help you avoid mistakes in the future. Ask the prospect to give you direct feedback so you can learn from it.

TIP 12: LEARN FROM FAILED DEALS

Every sale is a little different.

No technique is going to work for every prospect, nor is a certain product feature going to stand out to them all.

These 12 tips, though, will help your sales team learn how to prepare and succeed in every circumstance.

We all want leads in our pipeline, but achieving sales goals and business objectives takes something more.

Watch this webinar to learn how to identify qualified leads and move them through your sales pipeline quickly.