Part of the job of any business is to help generate more closings for your salespeople and sometimes, you're also the salesperson in addition to the many hats you may already be wearing. But, on a serious note, if you are in a position where you are having to support sales people then it is important to simply not rely on what the sales person can generate but also support them in a way that helps them make the sale. Because if your organization has no materials, no content, then it is inordinately harder for the sales person to manufacture something out of nothing.
If you are able to support your sales team with material, information, knowledge, hard facts and other elements that they can utilize within their tool set, then you increase the chance of closing deals at a regular rate. It's a rather logical conclusion and I'm sure you can see that if you're reading this. When you and your sales team work together as a cohesive unit, you will find it becomes easier to close deals at a more regular, and with much more success. Here are some tips to help you close more of those B2B sales leads.
1. Create More Targeted Content
One of the most effective ways to help close sales leads of any type, including B2B ones, is through content marketing. When you publish relevant and informative content like blog posts, videos, and even eBooks, you are helping to create a positive and reliable reputation for your company. Potential clients will see this content as evidence that you truly do care and want to provide the best products and services that you can.
Furthermore, you're creating information that helps the prospects make an informed decision about that particular product and or service. And as the authority or rather as the author of that particular content it only increases the chance and the opportunity for a relationship to start. And that's the whole key about creating targeted content aimed towards prospective customers that you want to engage.
To truly know what sort of content your prospectives customer may be interested in, it is important to work closely with your salespeople. They can help provide tips, ideas, and other suggestions on what would be most effective in gaining more closings. The more closely you listen to them, the better the quality of your content will be, meaning you will be able to create more closings.
2. Create Useful Tools for Your Website
While a large part of sales support is creating the content that informs, educate, and helps your sales people engage your audience, creating and generating sales is not all about the content you create. You should also consider working with your website engineers to create helpful tools that may make potential clients more inclined to close a deal with you. For example, one very popular tool that many companies are offering to their potential clients are ROI-calculators, which help to visually show them just how much money they may be able to save by going with your company.
The logic behind this is that it is increasing the amount of time the prospect is spending within your domain of information, tools, and other elements. And the longer a prospect engages with elements within your domain, the more likely something will pique their interest towards closing the deal with the particular brand that they've spent so much time with, which is you.
There are many elements and tools you can make available to a prospect who is considering your product and or service. The best way to devise and come up with ideas, is to put yourself in your customers shoes. Your business begins with the customer so start with your customer and map the way to your business; and the ideas and tools relative to your specific business and what would help a prospect who is searching for the products and services that you have to offer will become clear
3. Train Your Salespeople in Social Media Basics
While managing the company’s social media may seem inconsequential to the sales process, training your sales team in how to use it effectively can help gain even more closings and create opportunities for a relationship to start. By training them to use the popular social media channels, it gives them the opportunity to interact more directly with potential clients. Also it creates a wider distribution channel for the different content and materials that you disseminate, basically there's more points of distribution and more opportunities to reach people.
To be even more effective, consider setting up each sales team member with their own company-specific account, which will give them the freedom to reach out to your audience, create useful content of their own, and thus generate and close more B2B sales leads.
While these techniques are fairly straightforward, they can have a massive impact on the success of your company. When used effectively, you will find that your company will close more leads and start earning the company more money. The most crucial part of these techniques, however, is talking and working closely with the sales team—they will know exactly what sort of content will attract more sales. with their knowledge, and your marketing skills, you will be making more B2B sales than you can imagine.