5 B2B strategies to sell more in 2021
We are slowly but surely reaching the end of 2020, so it’s time to look back and look ahead! This year was not what anyone expected, but suffice to say it was a life changing year. Every aspect of our lives seems to be different, which means that customers will have a changed behavior too. How do you anticipate these changes as a sales representative?
Let’s look at some of the trends we can expect in 2021 for B2B Sales in 5 fitting strategies.
1. Invest in eCommerce
The Covid-restrictrions have given the trend towards eCommerce for B2B a huge boost this year. Remote sales have very abruptly become the norm. Stay on top of this trend: Invest in eCommerce, and make sure to offer self-service, as the customer will now want to stay in charge of his own customer journey.
Are you already providing eCommerce? Then now is the right time to check in: How do your customers experience the platform? What frustrates them? What is holding them back from clicking the “order” button? How are the integrations with other platforms working? You want to use the right tool in 2021, one that adds real value for both parties.
2. Personalization
More and more, people have unique needs and therefore expect unique products and a nice buying process. Create the best buying experience by providing your customers with personal advice, and customized products.
Your only challenge then is to keep your order process user-friendly: if people need to go through a 200 pages product catalog to configure their product, it will get counterproductive.
Personalization is the key to success, it just needs the right tools.
3. Offer various touch points
This might sound contradictory to the importance of the self-service we mentioned earlier, but do not leave your customer completely alone on his journey. Be present, on social networks, on your website, and in person.
Provide a chatbox on your website, use Facebook Messenger or let your customers send you a direct message on Twitter. You should always be just one click away from them, eliminating all obstacles to contact you.
4. Automation tools
Time is becoming the most precious resource and it seems like automation is the only tool that will actively save that resource.
Invest in tools that shorten your selling process, making it quick and easy. Let your teams focus on more complex tasks that will genuinely help the customer, in contrast to repetitive work.
Even if you think your time is fully optimized, it may not be the case for all your customers, so don’t hesitate to look at ways to save their time as much as possible.
5. Seamless shopping experience
With the existing technologies today, buyers expect no hassle when ordering products from their manufacturer. Yet too often, the buying process is long and complex, driving customers away.
Set yourself apart by guaranteeing it will always be easy to buy from you and doing business with your company is a pleasure. Offer your customers a seamless shopping experience!
According to Gartner, 77% of B2B buyers state their latest purchase was very complex or difficult. In 2021, this can not be an obstacle anymore. By implementing new strategies, based on adapted tools like (but not only) a CPQ, you can prevent this from happening, and keep up with the ever-growing customers’ expectations.
Wir würden gerne Ihre Geschichte hören!
Folge uns
Related articles
Navigating CPQ Project Costs: An Overview for Manufacturers
In today’s highly competitive and fast-paced world, manufacturers all over the globe have turned towards a CPQ or Configure Price Quote strategy. It enables companies to configure products, optimize pricing calculations, and accelerate quoting, all in a user-friendly online environment. While CPQ software helps companies grow, it also comes with a price tag that demands careful consideration. In this article, we are dissecting the various costs associated with CPQ projects. By understanding these costs, you’ll be able to make a more informed decision about leveraging CPQ to help your business grow.
How to meet customer needs with CPQ
In the ever-changing world of business, customer-centricity reigns supreme. Providing tailored solutions to meet individual customer needs has become a driving force for success. Enter Configure, Price, Quote (CPQ) software, an indispensable tool for businesses to effectively market their products. This month’s blog post explores the capabilities of CPQ, demonstrating how it helps companies meet, anticipate, and fulfill the ever-changing customer needs.
How to increase sales for your manufacturing business
Manufacturers are often struggling with long and complex sales processes, making it hard to increase sales. This has to do with the complex nature of the goods, but also with the fact that B2B sales requires various stakeholders to work together. On top of that, the manufacturing market has had some intrusive changes: increasingly demanding B2B buyers and global competition continue to impact companies. Increasing sales in manufacturing is therefore not as straightforward as it often is in other industries. We are bundling some tips to increase your sales again. Read along!
