In a constantly changing B2B landscape, salespeople face many challenges. Prospects are increasingly self-reliant and better informed, with the ability to narrow down their vendor choices before they have even contacted a salesperson.
Prospects can research the company, product, and even salespeople, as well as the competition, before making a decision. This means the power to close a deal is not just about a sales rep’s ability to close the deal.
In addition to this, the B2B sales cycle is complex, often involving higher value sales, longer sales cycles, and multiple decision-makers; this makes keeping track of your prospects behavior all the more complicated.
So, how can B2B sales leaders set their teams up for success? Here’s our advice.
Make sure you are hiring the right people
“Managing a Sales Team can be very easy or super difficult. The difference between the two is finding the right people! If you find the right people, treat them well, train them, reward them, make it fun and competitive, you won’t need to do much ‘managing.’ Also, remember to interview the person, not the experience.” – Phil Mann, Head of US Enterprise Sales at Web Insights.
Place emphasis on growing existing accounts
One of the most significant yet untapped opportunities in B2B sales is right in front of you; your existing clients. Encourage your sales team to continuously nurture and foster their client relationships, growing the revenue of each account and for the business as a whole.
Ensure your team delivers value to prospects
One of the most significant issues prospects have is that they feel salespeople do not understand them; and instead of solving a problem, salespeople push an agenda.
As a Sales Leader, you will also know that making a sale often has nothing to do with your sales team’s techniques or how well they can “sell” a product or service, and instead it comes down to how they treat the person they are dealing with.
Your team can create value and enable prospects to make better buying decisions by being helpful and authentic in their approach.
There are a few things you can do to help your team:
- First, make sure your team has informative and relevant content that allows their prospects to go through the sales process themselves at their disposable.
- Position your sales team as experts in the field and move away from previous hard-selling tactics. You can do this by investing in your team with training and including them in content production for referenceability. Another way to do this is to include social proof, such as reviews and testimonials, to win a prospect’s confidence.
- Empower your team with technology such as Web Insights that provides in-depth insight into the needs and wants of their prospects, allowing them to create customized solutions that solve problems.
“Based on the current technology at our fingertips, you should understand WHO you are speaking with, HOW you should speak to them, and WHAT you should be speaking to them about. The game has changed! Buyers are so much more educated, and we have to be so much more prepared! There are so many more options out there; what’s going to set you apart? We can’t be ‘pushy salespeople’ anymore; we have to be experts! We truly have to focus on finding problems and solving them for the prospect.” – Phil Mann, Head of US Enterprise Sales at Web Insights.
Web Insights cuts out the noise to deliver insight to B2B organizations – precisely where and when required. Our high-end software solution is a world-class business growth enabler, assisting sales teams to become more efficient and effective, capitalizing on every website opportunity in real-time.