Sales EnablementSMB Marketing

How can small businesses succeed in B2B sales?

How to succeed in B2B sales: an introduction

For many small businesses, the B2B space can feel like an exclusive club—a world defined by big players, large contracts, and stable, long-term relationships. The question is: How can small businesses even hope to compete in this arena? The good news is that some strategies make these wins more likely; we’ll cover them here. Most of them come down to knowing your space, understanding your audience, and measuring what you do. Then, of course, there are the effective business development strategies that every small business should adopt.

Know your audience

It’s simple: You can’t sell to the B2B audience if you don’t understand its needs. And the more closely you understand those needs, the more likely you are to make a sale. Better understanding leads to better lead-generation efforts and, when you define a potent value proposition, better sales, too. When you’re engaging with your audience in the B2B space, understanding its needs influences every step of the sales funnel.

Use market research to understand the space you’re in.
(This is where you should pay attention to your analytics and tune in to the kinds of conversations your customers and prospects are having.)
Use data to drive conversations (and better insights).

Good data drives understanding, and that’s the kind of money that makes B2B sales go around.