ThinkSpring Marketing & Communications
 

Tag Archive: B2B sales

B2B marketing tip #250: Make status quo the enemy

B2B Marketing Tip of the WeekInstead of positioning your offering as better than another company’s product or service, consider showing its merits compared to the usual way of doing business.

Most B2B sales help companies save time or increase efficiency, which means changing a process. Demonstrate why your solution makes change worthwhile and the sale is yours.

B2B marketing tip #108: First sell the vision

B2B Marketing Tip of the WeekIn technical sales, it’s easy to talk about features, especially when planning for a new release or product launch.

Avoid this trap by first selling the vision: Show prospects how their situation will change for the better once they have your solution in hand.

(It’s no different than picturing yourself behind the wheel of that new car or wearing that new pair of shoes!)

Get the B2B Marketing Tip of the Week delivered right to your inbox! Subscribe today.

B2B marketing tip #79: Streamline your RFP responses

B2B Marketing Tip of the WeekEmpower your sales team to produce winning proposals—without the tedious task of reviewing each document for consistency.

Develop a catalog of standard one-paragraph product descriptions, “about the company” language and canned responses to the most common questions they receive. Store the language in a database or Intranet site where sales can easily “cut and paste” copy.

Get the B2B Marketing Tip of the Week delivered right to your inbox! Subscribe today.

B2B marketing tip #77: Get smart about fulfillment

B2B Marketing Tip of the WeekEver casually inquire at a tradeshow booth or click “I’m interested” on a company website, only to receive every piece of company literature created in the last decade? Information overload kills far more sales than it generates. Savvy buyers expect tailored followup.

Get smart about your fulfillment by sequencing your followup with your customer’s purchase process. Use telephone sales reps, web forms and tradeshow lead forms to pinpoint which questions your prospect has right now. Then send your answers one piece at a time. Trading “question-answer” over time builds a relationship of trust and gives your team plenty of opportunity for sales conversations.

Get the B2B Marketing Tip of the Week delivered right to your inbox! Subscribe today.

B2B marketing tip #74: Connect with everyone at the table

B2B Marketing Tip of the WeekA B2B sale often involves numerous individuals and can take weeks, months or even years. To succeed with a complex and diverse group, first understand each person’s needs, and their role in the buying process. Identify the typical players and develop a persona for each.

Look for specific problems your product will solve, objections you will need to overcome, and preferred sources of information for each role. For example, the economic buyer may require a detailed ROI analysis, where the IT decision-maker needs an in-depth technical demonstration.

Get the B2B Marketing Tip of the Week delivered right to your inbox! Subscribe today.

linkedin twitter

Contact: 952.200.4798   |   Email   |   St. Louis Park, MN 55416

© 2009-2019 ThinkSpring Marketing & Communications, LLC