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Are you struggling to close deals in the competitive industrial sector? Just as businesses began to recover from the pandemic’s massive economic impact, a new looming recession in 2024 began to bring on more uncertainty. This involves layoffs and budget cuts. Because of this, B2B sales in 2024 requires a more thorough approach and needing a clear strategy to win more deals in the B2B industrial sector.
Before diving into specific tactics to win more deals, it is essential to have a clear understanding of the B2B sales process. Unlike B2C sales, B2B transactions are typically more complex and involve multiple decision-makers. There are many different strategic methods that you can use. You can use consultative selling, value selling, strategic selling, solution selling or account-based selling. All help you to get to the end goal…win the deal.
Consultative selling is where a sales representative is acting like a consultant, understanding a customer’s pain points and resolve using a discussion and bringing up the product.
Value Selling is similar to consultative selling but instead emphasizes the value of the product and the solution which is important to the customer.
Strategic selling involves identifying key parts in the customer’s organization, their pain points and important priorities, then positioning the value of your product in that.
Solution selling is placing emphasis on a solution that addresses the unique problems of the customer and not pitching a product.
Account based selling is an approach that focuses on high value accounts and treating them as individual markets to address the unique needs of the account.
Establishing connection is essential in our industrial world, as companies are more likely to do business with suppliers they trust. Take the time to understand your customer's business, pain points, and goals, and position yourself as a trusted advisor rather than just a salesperson. This foundation will help you choose the most effective sales method and any additional tactics and tools you’ll need down the line.
Let’s further discuss tools. There are numerous tools offered in the market from sales to marketing automation tools to help you in your quest for finding sales leads. However, in order to develop sales, you will need sales leads. This is where our services can be of help to fill the sales funnel.
Coming soon, Industrial Project Reports is a platform that allows you to dictate the type of sales leads you want. Our researchers uncover and track new industrial projects where sales opportunities are derived from planned industrial construction projects, expansion projects, relocation projects and equipment modernization projects. Our platform will give you details on what the organization is searching for as well as the contact person(s) name and contact information to further qualify the opportunity and begin the sales process.
Our Industrial Prospecting and Appointment-Setting Services acts as an extension to your sales team. It is designed to drive growth with qualified meetings and appointments for your sales team. Our industrial professionals proactively search out new business opportunities tailored to what your company and sales team need. Our goal is to connect both you and the decision makers to begin the process of evaluating your product and/or service for purchase.
The next step is to establish a deeper connection after getting the initial interest of the customer. The industrial sales cycle can be a long process. Your customer isn’t making the decision single handedly. They are working with a whole team behind them, deciding whether to purchase your product. With Industrial Prospecting and Appointment-Setting Services, we will help you engage with as many people as you can in the sales process, as each person influences the final decision. Build long term relationships with the customer, as they can also influence other companies to purchase your product. This active engagement is a great way to keep the client invested and speed up your sales cycle.
Prepare your team as much as possible with the right tools to accommodate this lengthy sales strategy, and to help the customer through their sales journey. Learn more our Industrial Prospecting and Appointment-Setting Services today!
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