Clever Ways to Increase B2B Sales [INFOGRAPHIC]

by: Steve Damerow June 11, 2018

You’ve seen the numbers. You know why your growth is low, but you’re struggling to think of ways to increase B2B sales. Increasing B2B sales growth doesn’t have to be a guessing game. In fact, we’ve done the work for you. These clever methods will not only increase sales, but reduce costs along the way. What are you waiting for?

Target existing B2B customers is one of the best ways to increase B2B sales.

Sometimes the solution is right in front of you. Often, one of the best ways to increase B2B sales is to focus on existing B2B customers. Current buyers, more than potential new clients, know and trust your products, and are willing to re-invest in them – even for a steeper price. This is one of the most sure-fire ways to increase B2B sales, so don't overlook it!

It’s not all about benefiting your company. When you successfully upsell and cross-sell to customers, you show that you understand their business, their pain points. You build customer loyalty for your company and a series of solutions for your customer’s business. Want to maximize customer loyalty? Award your partners with an incentive program that rewards continued business.

Join sales and marketing at the hip to kick start B2B sales growth.

What exactly constitutes as a lead? If you get two different answers from your sales and marketing teams, consider the two departments that directly affect your company’s revenue misaligned. Connecting the dots, however, is as simple as improving communication between the two groups. First, standardize the language sales and marketing use to describe spaces in the sales funnel, metrics and processes. Once both teams are playing on the same field, hold marketing team meetings to share news, reports, goals and tactical changes.

Communication between sales and marketing is critical. Without marketing, sales misses out of qualified leads. Without sales, marketing preaches to the choir. Aligning the two by both goals and communication ensures that your company efficiently meets or exceeds revenue expectations.

Cut the fat off your sales process.

Review the sales process your company’s sales team lives and sells by. Is it too much of a good thing? That is, do your sales reps hope for a better playbook for engaging and tracking potential new business? If they are, they’re not alone. According to a 2017 eMarketer report, “many senior B2B sales professionals in North America understandably just want features that make their jobs easier.” B2B sales professionals want tools that shorten the distance between prospect and qualified lead and automate tedious steps.

All companies eventually face slowing B2B sales growth but doesn’t mean you have to patiently wait until sales creep back up. With these steps, you won’t have to because you know how to think critically and continually discover new ways to increase B2B sales.

 

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About Steve Damerow

Steve Damerow is the Founder of Incentive Solutions, an incentive program provider in Atlanta specializing in helping B2B companies increase distribution channel sales, establish customer loyalty and retention, and develop long-lasting channel partnerships.