Lethal B2B Sales Mistakes You Should Avoid

B2B sales are pretty rewarding for both a company and a salesperson. I mean who doesn’t love to see a conversion notification? We all do! However, many salespersons make silly mistakes which damages the company’s B2B business marketing approach. We can’t blame you if you’ve got a dozen of these sales experts making the same old mistakes.

However, you can change that by being more careful. Here are a few B2B sales mistakes you should try to avoid.

1. Targeting Low-level Buyers:

If you are focused on throwing your sales pitch at the wrong person, you are probably only wasting your time. Low-level buyers take forever to say ‘YES’ to you finally. On the other hand, it’ll mostly be ‘NO.’

Although, if you directly target the decision makers who don’t need to ask anyone before closing a deal, you’ll speed up the process and build a relationship with someone who has a strong position in the company.

2. Highlighting Your Product’s Benefits and Features:

There was a time when you could easily convince a prospect by telling them all the features and benefits of your products. However, that’s not the case anymore. Customers are more interested in the outcomes of these goods.

A great way to convince them in the modern era is with the help of 5-star product reviews. Customers will always trust product reviews made by other prospects.

3. Giving One-Option Proposals:

If you are given a target to sell one specific product, ask you’re superior to provide you with more options or else it’ll become difficult for you to land a deal. Because customers nowadays want more options to choose from. Not only will more options help you play with their finds, but in fact also allow you to show them your expertise with knowing all the products.

4. Working Only on the Internet and Phone:

Though the world has seen a massive shift with technology becoming significantly important, it doesn’t mean that B2B sales should only focus on this. When it comes to selling more technical products like machinery and huge motors, a face-to-face meeting can always be considered better. Next time you get a chance to meet your potential prospect, go ahead with it!

5. Rushing to Discounts and Deals:

Remember, low priced goods will most of the time attract small or bad B2B customers. Ideal customers worship value, not the price. Therefore, avoid offering deals and discounts. Instead, focus on increasing your products’ value by making it a premium good to buy.

Wrap Up

I agree that avoiding these common B2B sales mistakes won’t be easy. However, in order to make sure your B2B business marketing approach remains effective, you need to follow our advise and learn to change your way of work. In addition, when you avoid these mistakes, you’ll merely standout amongst other salespersons and achieve your targets within no time.

Video Marketing Statistics to Guide Your Marketing Investment in 2018

When it comes to online marketing, few focus areas can rival the impact of video. It is why digital video marketing is a $135 billion industry today.

Video is dominating viewership. According to statistics, Youtube attracts almost one-third of the total internet traffic; a platform that sees 72 hours of video upload every 60 seconds.

One of the long-running tips to advertisement has been “More visuals, less text”. And while it certainly holds true today, video based infographics have become a thing since then. So, now the images coupled with text is conveyed in motion.

Digital video investment gains viewership

Social media is a powerful tool businesses can use as part of their digital marketing initiatives. It provides access to a pool of users who view hours worth of content each week. Not only can businesses utilize social media to setup marketing campaigns, they can advertise content effectively based on target audience.

 
The option to share interesting content with friends and family should be compelling evidence enough to consider investing in creating high-quality video content. One of the leading digital learning institutes, HubSpot, says that 43% of people want video content from marketers.

Video Content on the Rise

Businesses that have witnessed strong engagement on their video-based content are likely to invest in the area again. The year 2018 will see each American business spend $20,000 on average on video marketing.

 
More than serving as a compelling point, it should provide a sense of urgency to businesses that are still on the fence.

Creating high-quality content has never been easier; thanks to a rise in video content creation that has directly affected the need for high-quality editing tools. 

The internet business gurus of today predicts that the future of every business sector depends and relies on the adaption of video content creation. This will allow the maximum exposure to their business and gain competitive sustainable advantage in the online world. The recent survey based on 2017 internet business market shows some remarkable yet predictable statistics according to which:

•From 63% in the past to 81% of online business in 2017, use video marketing strategy to market themselves globally,

•Almost every online business who has used this approach will continue to do so because of its exposure and persuasive techniques,

•New business in the market or the ones who yet have not applied this technique which makes up approximately 66% aims to avail this approach of video marketing.

The targeted audience of the internet market usually surfs at-least 4 hours daily on the internet in which they come across with multiple promotional video. The average time shows typically on average 1.5 hours to 2 hours they see those videos. Another study based on the data of Cisco company states that almost 80% of World Wide Web traffic will consist of video contents.

However, even the video marketing techniques should be utilized in the most effective way as the users of the internet has gone fast paced in the recent year and usually watches videos that is somehow attractive or compelling graphically.

Books That’ll Help You Become a Successful B2B Sales Expert

Have you seen how the worldwide B2B marketplace is evolving? With rapid changes in marketing and sales trends, you need to learn and make sure you are ready for the future. However, if you fail to capitalize on these changing trends, it won’t take long for a competitor to beat you and move ahead.

To help you out, we are about to suggest you to read three fantastic books. These books are about how consumers have changed their spending pattern and how they research before actually purchasing a product.

Each book has several sections you can download for free. You don’t need any email ID or pay any money to download these free sections. You’ve got nothing to lose, so try them out!

1.Experiences: The 7th Era of Marketing:

Written by: Robert Rose and Carla Johnson

Experiences is a book created for those marketers who are falling behind in time and need an update on how consumer trends are changing. In addition, this book also highlights the importance of content marketing in this digital era. It teaches how you can capitalize on this digital marketing technique and bring your company back in business.

2.The Radical Sales Shift:

Written by: Lisa Shepherd

If you are looking for expert advice on how you could use different marketing techniques to grow sales for your B2B business, then this is the perfect book. It highlights how buyers’ behavior has changed over the years. Now customers take time in researching about a product from various online stores before actually purchasing it. The Radical Sales Shift provides practical and tested advice on how you can become a successful marketer in this digital era.

3.Agile Selling:

Written by: Jill Konrath

Are you tired of all the new marketing techniques, new products and services, new competitors, new technology, and new almost everything? This book is the lifesaver you need to handle this pressure of changing consumer patterns. Instead of letting your life become more complex, you can go through this book and rapidly absorb new information. Agile Selling focuses on helping everyday marketers master emerging sales skills. After reading this book, you’ll also be able to leverage an agile mindset and start adapting crucial success habits. Start learning today to become competitive in the worldwide B2B marketplace and maintain this position.

4.Takeaway:

B2B marketing has never rested and keeps on evolving. No wonder reporting, analyzing and optimization of all your work and plans have never decreased in value. Although, how do intelligent marketers find success during these changes? The answer is learning! Marketers need to focus on making a habit of researching about new marketing trends and how to initiate them.

If you are looking for a quick way to do that, start by reading the books mentioned above. All these books have free sections you can download and learn from. In addition, you can share them with your teammates and together help your organization beat the odds.