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Get More Customers in 2020 With These Five B2B Sales Strategies

Posted by IndustrySelect on Monday, January 6, 2020

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3 MIN. READ

As 2019 ends and 2020 begins, it's a busy time for salespeople and marketers targeting manufacturers. The October-December rush inspired by Manufacturing Day is winding down, and professionals are designing and improving new sales techniques for the next major sales cycle.

If you want to outpace the competition, you'll need to be on the cutting edge of the market. Here are five B2B sales strategies that can help you get more customers in 2020.

1: Understand Why People Want your Product or Service

The reason you like the product or service you sell may not be why buyers want it. Chances are, you appreciate your offering because you understand all the hard work - from R&D to production - that went into creating it.

That's not what a manufacturer sees. They're looking at spreadsheets that tell them whether or not your product or service can increase safety or production times.

Ask current clients why they value your offerings and push those angles in marketing campaigns.

2: Keep Pushing Data Analytics to the Limit

The last decade saw the gold rush of big data hit marketing and sales departments in full force. Unlike the gold rush of the 1800s, however, this one's not slowing down anytime soon.

In 2020, continue pushing the limits of analytics to improve marketing campaigns.

Consider hiring data scientists and using the best data resources available. This may mean up-front costs for your business, but it will pay off in spades when the next sales cycle rolls around.

Are you looking to find new customers in 2020? Empower your sales team with an IndustrySelect subscription.

3: Focus on Improving Customer Experience

Acquiring new customers will always be more expensive than retaining current clients.

Fortunately, big data has made improving customer experiences easier than ever. Manufacturers work on tight deadlines.

If your services are more streamlined than your competitors', they'll be worth the extra money. Focus on providing razor-sharp customer service associates and easy-to-use products and services to your clients, and upselling should be relatively easy.

4: Use Social Media and Content Marketing to Your Advantage

Customers today - particularly manufacturers in the B2B space - hate having to go through lengthy sales processes. They prefer to do independent research and bypass hard sells from salespeople.

The more information you make available about your products or services - through resources like social media and blog posts - the easier it will be for prospects to research your business. Give them the ammunition to sell themselves on your offerings.

5: Use Personalized Marketing to Take Your Campaigns One Step Further

Personalized marketing campaigns kill two birds with one stone, simultaneously reducing acquisition costs by as much as 50% and boosting customer loyalty by as much as 28%.

Big data and analytics can help you design fresh, personalized marketing campaigns for prospective clients. Set up your personalized marketing efforts correctly, and you can drastically increase sales while reducing the time and cost of client acquisition.

To really boost your sales in 2020, you'll need access to verified, trustworthy data. IndustrySelect provides clients with valuable data-points such as industry-specific details and contact information for high-profile prospects. Access profiles of nearly 500,000 industrial businesses and one million executives. To learn more or try a free demo, visit our website.


Article Sources:

https://www.asicentral.com/news/newsletters/esp-tips/march-2016/the-basics-of-selling-to-manufacturers/
https://medium.com/better-marketing/5-strategies-to-increase-sales-in-2020-edae574a2e73
https://hbr.org/2014/10/the-value-of-keeping-the-right-customers
https://www.bluleadz.com/blog/how-to-increase-b2b-sales-in-2018
https://smarterhq.com/blog/personalization-statistics-roundup
https://www.industryselect.com/?src=WGD

 

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