The Business and Society Foundation includes 10 key recommendations to be successful in B2B sales

A usually slow and complex process

B2B sales are essential for the entrepreneurial world as it allows them to consolidate and grow their business. However, these types of sales are not easy.

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B2B (business to business) salesBusiness-to-business transactions, which refer to the exchange of services or products between companies, continue to grow year after year, both nationally and internationally. This is especially true for sales of digital products. In fact, according to [reported data]. The report of StatistaIn 2022, approximately 22% of Spanish companies made sales B2B and B2G (Business to Government) via the Internet through websites and applications, which was six points higher than in 2021.

 

From Business and Society Foundation They explain that business relationships between companies are characterized by sales in which the buyer seeks to create value for their business in four ways: selling more, spending less, mitigating risks, and building valuable intangibles.

 

Therefore, “Companies only buy what they need, and the decision is made by multidisciplinary teams. That's why B2B sales are very different from B2C sales, sales to the general public where factors like impulse buying are very important. Increasing B2B sales opportunities requires empathy, listening skills, learning ability, imagination, speed, passion, energy… and qualifications,” he explains. Paco Abad, co-founder and director of the Business and Society Foundation.

 

Thus, based on its experience helping the entrepreneurial world in its business development, marketing and sales of disruptive digital solutions to companies, the Business and Society Foundation compiles 10 key recommendations for success in B2B sales:

 

ResearchIt's essential to start by finding out as much as possible about the company we want to sell to. This way, we can understand their needs, challenges, specific objectives, and discover who the decision-makers are, which will facilitate contact with those who actually make the purchases.

EscucharWhen the first conversation takes place, it's important to listen to the client. So, after the initial introduction, the Business and Society Foundation recommends asking the client what prompted them to meet with us, what their needs are, and why.  

Customize nowIn B2B sales, it's essential to personalize the message and develop tailored sales arguments. In this regard, it's important to keep in mind that the same product can be sold in very different ways, so you need to select the approach that best suits the client.

Highlight your advantagesIf you explain the benefits and the problems you will solve for the company, the client will be able to properly assess the advantages of working with you. Therefore, your pitch should focus on how you will help the client, not on the abstract technical merits of the product or service.

Stand out from the restYour clients will get to know you better if you explain what sets you apart from the competition, what problems you solve, and what method you use. It's important to make it clear that your offering is unique and that your product, and everything surrounding it, is one of a kind.

Use success storiesShowing examples of your successful work will help the client understand that your solution works in environments similar to theirs and even those of their competitors. Having gone through rigorous and similar selection processes is always a guarantee of quality.

Be patient. B2B sales are complex and time-consuming because they are usually decided by multidisciplinary teams where not everyone agrees with the changes.

Earn their trustIt's important to approach sales as a long-term relationship. To achieve this, it's essential to build a relationship of trust and collaboration that demonstrates our ability to adapt to the client's future needs.

Follow upAfter presenting the proposal, it's important to follow up positively. This maintains momentum, demonstrates interest, and builds trust with the client.

Learn from salesEvery sales process is a process for the business's own growth. This will help us think big, build teamwork, community, and partnerships, which will benefit us in future sales.

 

This is the ten-point plan that the Business and Society Foundation shares with scaleups, young and digital startups that already have reference companies as clients and are therefore reaching their business maturity.

 

Finally, remember that the next event will take place on October 3rd.  ScaleupsB2BdayThis event will showcase the best examples of disruptive digital solutions from the entrepreneurial world that have already been successfully implemented in established companies. It will also feature the presentation of the 25 best cases selected from the candidates for the PREMIOSscaleupsB2B awards. An inspiring day with engaging speakers and B2B sales success stories.