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      How to Increase B2B Sales - The Right Approach(Copy)

      By Zlatan Đurić August 26, 2021

      Improving the sales process is the focus of many organizations, and the need to increase sales is common for every industry. If you’re a B2B SaaS company looking to decrease your cost per lead and improve MQL to SQL conversion rates, here's a good read for you.  

       Create a strategy

      • Strategies are the foundation of every business. If you want to improve your sales process, start planning. When trying to improve, planning is the key to success. Building an effective sales strategy requires salespeople to look at long-term goals, and precisely define the required steps for their completion. When your team has a sales strategy to follow, it is easier for them to manage every part of the sales process. 

      Sales strategies are important to the entrepreneur for focusing on the right customers and communicating with them in meaningful, engaging ways.  

      Want to start planning right now? Our previous blog posts can help you get a clear picture of what you should be focusing on. 

       Know your customers

      • You can provide for your customers only if you know what they want. Their fields of interest should always be on your mind and you should know about their buying habits. Also, knowing your customers can help you get more leads and expand the business. If you understand what and how are they thinking, you can provide them with good service. If they're happy with the service, you build strong customer relationships and new sales through their positive recommendations.  

       Divide customers into different categories

      • The importance of understanding the psyc

      hographics and demographics of your customers is the key to their identification. If you just throw them together in the same group, your campaigns will not achieve the desired results. When the customers are segregated, it becomes easier to formulate precise marketing and selling campaigns with (e.g.) targeted messaging, and those campaigns would bring more value for your business and customers.  

       Be and stay organized 

      • When a sales manager is disorganized, his team will be disorganized too. Think about how hard your sales life would be if you didn’t have an organized sales track. The organization is important for sales and sales are important for the sustainability and growth of the company. Without sales, the company sinks.

      Today, there are numerous tools to help you stay organized. For example, Hubspot's CRM has everything you need to organize, track, and build better relationships with leads and customers, and we have a team of experts who can help you get onboarded. 

       

       Keep your lines of communication open

      • To improve your sales process, you have to keep your lines of communication open. This applies to anyone you do business with: customers, buyers, sales management, and the rest of the sales team. Be open about what you want and need. 

       Review your key performance indicators 

      • You need to understand what key performance indicators you need to review so you can track them. Some helpful KPIs you should always track are:  

      Closing Rate, Burn Rate, Average Sales Price, Overall Time in the Sales Cycle, and Lifetime Customer Value. It's important to meet your goals, and KPIs are there to make sure you’re always on the right track.  

      Understanding how to improve your sales process is a great first step, but if you're unsure where to start, reach out to our team today. We are a team of trained sales professionals, who can help you define Cost per Lead, Cost per SQL, Client Acquisition Costs, etc, and work with you on setting up clear KPIs and a process for tracking them.  

      Always remember, if you can't measure it, you can't improve it. You can't know whether or not you are successful unless success is defined and tracked.   

      Sources:

      https://www.europeanbusinessreview.com/effective-ways-to-improve-the-sales-process-of-your-business/

      https://customerthink.com/10-tips-to-improve-your-sales-process/

      https://www.linkedin.com/pulse/sales-strategy-importance-rushikesh-hyalij

      https://www.convergehub.com/blog/six-principles-knowing-your-customers-better

       

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