11 20 B2 B Strategies sales web

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.

Frederik
November 22, 2020 geschrieben durch
Frederik Taleman

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!

Related articles

A comprehensive comparison: Online vs. offline product configurators
Hive Website 600x420px WEB Online vs Offiline 01
Juli 27, 2023 geschrieben durch
Sales optimalisation CPQ software

A comprehensive comparison: Online vs. offline product configurators

More than ever, manufacturers are relying on product configurators to customize their complex product offerings. However, the choice between an online and an offline product configurator can significantly impact the operations. Whether for habitual or company-specific reasons, the debate between online and offline software continues to be a hot topic. Let’s take a look at what the differences are and how to make an informed choice for your business case.

read more
Time is money: the importance of time efficiency
03 22 Time is money web
März 28, 2022 geschrieben durch
Sales optimalisation

Time is money: the importance of time efficiency

“Time is money”, the famous words from Benjamin Franklin prove that time efficiency was even in 1748 a trending topic. Today, the pressure is higher than ever to not waste any time, which has in turn influenced customer behavior. Customers today are demanding a better and faster buying experience. How can you handle this growing difficulty as a company?

read more
Why you should create quotes using automation software
06 21 Quotes automation software web
Juli 01, 2021 geschrieben durch
Sales optimalisation

Why you should create quotes using automation software

Quotes are formal documents sent to your clients to offer goods or services at the indicated price. A good and winning quote includes accurate prices and product information, and has proven to be a method to grow your business even further. However, if you are selling configurable products, writing quotes is usually a long and dreadful process. The complexity of the products and prices slows down the workflow, resulting in an enormous backlog of quote requests that are not followed up quickly enough to keep the customers interested.

read more