Ten secrets of B2B selling
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This is an excerpt from Business Spectator's new short course on sales strategies. Click here toread the rest of the article, plus the remaining nine articles in the course.
The 10 secrets to B2B selling
The latest earnings season has again demonstrated that cost management is the primary focus of major corporations in the current economic climate as they strive to extract maximum returns in what is a tough operating environment.
The flow-on of this cost cutting, from the major corporations down to the small-to-medium business sector, is evident, and the reality is that many businesses should be going back to basics of B2B selling to remain competitive – and, in some cases, to survive.
Below are 10 secrets to B2 selling that every business should know, and embrace, in their 2012-13 sales strategies and beyond.
1. Market mapping and segmentation
Mapping the sales marketplace and segmentation is essential in B2B selling, and many businesses fail to go the full distance in identifying their business targets and then reviewing their targets map on a regular basis. Now is the time to re-look at your B2B target market and make adjustments so your sales strategy remains relevant.
2. Categorise by size
The B2B sector is massive, and it's important to break down your targets into small, medium and large so your resources can be directed to focus on the businesses that will bring in the most sales dollars. Your sales messages and tactics should also be adapted accordingly, as what makes sense for a large corporate customer rarely translates for smaller businesses.
Click here to read the rest of the article, plus the remaining nine articles in the course.
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