Did you know on average it takes more than 100 days to close a B2B deal? Did you know that 53 % of companies experienced longer sales cycles in 2023? Welcome to the world of B2B sales where strategy and patience are the key.
When people hear the word sales, they have several questions like who is selling? What is on sale? What are the use cases of the product? Maybe they imagine a door-to-door salesman, or handshakes closing a deal when they hear the word sales. There are different types of sales. Some salespeople sell to customers (B2C) some sell to businesses (B2B), and others to government entities (B2G). In this article, we’ll focus on B2B sales. B2B or business-to-business sales are often complex, involving multiple stakeholders, consuming more time, and typically generating more revenue than B2C transactions. In B2B sales the deal takes place between two business parties. Party A makes a deal to sell an entity (product or service) to Party B.
Every type of sale requires various strategies and techniques to gain prospects and clients. What makes B2B sales different is the amount of contribution B2B sales representatives have to put in to bring clients. Now, a genuine question arises what is a sales representative?
The role & responsibilities of B2B Sales representatives
A B2B sales representative seeks and builds relationships with corporate decision-makers to sell a product or service. As a B2B sales representative, one needs to be persistent, hard-working, and obsessed with the idea of closing the deal. The ultimate goal is to become more than just a contact number, a genuine useful connection. Highlight the useful part, it’s the most important.
When you’re selling to an enterprise, you’re no longer just a salesperson. You’re a business advisor, a consultant to the potential client, and a salesperson representing your company product. In the past, it was easy to close deals after pitching the benefits and use cases of the product or service. Today the market has taken a new turn, there is an emergence of a new model. A business model that works on an outcome basis. Now sales representatives sell their product by projecting it as an enterprise solution.
While good communication is important to effectively sell your product that’s not the only thing that matters! Yes, communication skills are just one piece of the puzzle. A truly effective salesperson needs a well-rounded set of skills, with product knowledge being particularly crucial. Let's dive into what makes a salesperson stand out from the crowd.
How to become a B2B sales hero?
So you have decided to walk down this path, while B2B sales is rewarding it’s not an easy path. The B2B sales process is a well-planned set of steps and we’re here to help you, let’s go through these steps one by one.
Know Your Stuff Inside and Out
First things first – you've got to know your product like the back of your hand. Why? Because when you're truly confident about what you're selling, it shows. Customers can recognize uncertainty from a mile away, and nothing kills a sale faster than a rep who's fumbling for answers.The cool part of this process is when you understand your product, you start seeing how it can solve real problems for real people. It's not just about selling or reciting product features anymore. It's about showing how your customer's life will improve after using the product.
Listen Like Your Life Depends On It
Now, we know we said sales skills are more than just communication, but hear us out! According to Hubspot “69% of buyers want salespeople to listen to their needs” Good communication is not just about talking, it’s also about listening carefully before answering. The best salespeople are often the ones who do more listening than talking.When you truly listen, you pick up on the little cues. You’ll get an idea of what matters to your customer.
Be a Problem-Solver
This is your chance to become a sales hero. Once you know your product and you've listened to your customer, you get to be the hero who swoops in with the perfect solution. It's not about forcing them to buy your product rather it's about finding the right fit that matches your customer requirements. Sometimes, you might have to get creative. Maybe your product solves a problem in a way the customer hadn't even thought of. That's when you get to see those lightbulb moments, pretty exciting right?
Keep on rolling A usual day in sales can be a rollercoaster. This goes for every profession, one day you're on top of the world, and the next you're struggling with imposter syndrome. What’s the secret key to keep on going? There is no secret key, it’s all about resilience. Learn to bounce back from rejection, stay positive, and keep pushing forward.Remember, every 'no' gets you closer to a 'yes'. It's all part of the game, and the best salespeople know how to shake off the bad days and come back stronger.
Stay in the loop
According to McKinsey, sales professionals who have adopted AI have increased leads and appointments by about 50%. The sales world is evolving fast with new AI technology. You must stay in the loop by being an active participant. 60% of business owners predict that AI implementation will drive sales growth. Read books, attend webinars, talk to your colleagues, find out what’s the new buzz about! Stay curious about your industry, your customers, and new sales techniques. There's always something new to learn that could give you an edge.
Wrap It Up with Heart
At the end of the day, sales is about people. It's about understanding their needs, their fears, and their hopes, and showing them how you can help. It's not just about closing deals – it's about building relationships and making a real difference.So yes, communication skills are important in sales. But when you combine them with deep product knowledge, genuine listening, problem-solving creativity, resilience, and a hunger to keep learning – that's when you become not just a salesperson, but a trusted advisor. And in our books, that's what great sales is all about.
Your turn to shine
We can publish many articles with guides and steps for you to follow, but there is no correct or perfect way. Your approach could be different but the core steps we talked about in this article, are your foundation. But how do you build on that foundation? It all depends on you. It’s up to you to identify what serves your business needs best. What’s working and what’s not? What are the potential results your clients are looking for? Remember, every interaction is a chance to learn something new about your product, customers, or yourself. Embrace the journey, and you might be surprised at how far it takes you. Happy selling, folks!
Comments