We’re now nearly two years into the pandemic, and while things are still touch-and-go for many businesses, it’s time to start winning again.
Sadly, many companies have struggled to get back into the grove since March 2020 and who can blame ’em? Things have been anything but normal and it’s hard to think about sales strategy when the world changes literally overnight.
The good news is it’s almost 2022 and hopefully you and your team have been able to readjust to this new normal. In order to lend a helping hand, we’re sharing 5 innovative ways to majorly increase your B2B sales in the coming year!
Tip #1: Sales & Marketing should be joined at the hip
As a marketing automation company, this is understandably our first tip. Sure, you can claim a bit of bias, but ultimately it comes down to two things:
- Sales is nothing without Marketing
- Marketing is nothing without Sales
It’s a beautiful, symbiotic relationship that several companies still fail to recognize. These two departments should ideally work hand-in-hand to catch, nurture, and close new revenue.
The best way to join these two teams? Marketing automation.
But you already knew that, right?
Thankfully, to help hone in on the importance of marketing automation for Sales & Marketing teams, we have a plethora of dynamite (if I do say so myself) content that should do the trick:
- 4 Reasons Sales Teams LOVE Marketing Automation
- CRMs & Marketing Automation: A Love Story
- How Marketing Automation Drives Revenue at Each Stage of the Funnel
To put it simply: Marketing automation is the bridge between Sales & Marketing.
Want to pull these two teams together? You know what to do.
Tip #2: Get social
Organic social media, that is. Surely you already have a paid plan in place, but I must reiterate the importance of organic content for B2B marketing and sales efforts.
Why? Well, organic social media helps to build:
- Credibility & trust
- More conversations
- Brand loyalty
And those points are just the beginning! B2B buyers love researching the product they’re looking to buy beforehand.
But here’s the kicker — they’re not necessarily using Google! They’re looking up your social media accounts.
In fact, as of 2017 (I can nearly guarantee the number is far higher in 2021), 55% of B2B buyers search for information on social media.
Need some best practices for B2B organic social media marketing? Look no further!
Tip #3: Focus on case studies
The proof is in the pudding, and in this case (pun not intended), “pudding” is “case studies.”
When’s the last time you bought something? Since it’s the holiday season, I’m going to take a stab in the dark and say “pretty recently.”
Chances are, you turn to reviews to make your decision. And what makes for a fantastic, compelling review?
A review that illustrates and highlights how this product changed the reviewer’s life for the better.
After all, you’re looking for proof, right? Proof that this product is worth your money. That’s exactly where case studies come into play. Sure, they take up plenty of time and energy, but they’ll pay off tenfold (likely even more) if done correctly.
Need a little insight on the 5 ingredients you’ll need for a successful B2B case study? Check out this article!
Tip #4: Video is king
Attention spans are only getting shorter, my friend. And sadly (in this writer’s/book-lover’s opinion), people aren’t reading nearly as much as they are watching video content.
It’s time to get with the times and bring your content into the digital age with video!
By incorporating video into your B2B sales & marketing process, you’ll experience:
- Higher & more meaningful engagement with prospects
- Higher ROI
- Increased chance of closing a deal by 1.8 times
There’s no time like the present to incorporate video into your ongoing sales efforts. You truly have nothing to lose and it’s pivotal for 2022 success!
See? Even Jareth the Goblin King (good ol’ David Bowie, obviously) agrees:
Tip #5: Make the process for prospects effortless
Everyone’s time is limited. Worst of all (and in conjunction with Tip #4), attention spans are dwindling.
To get your sales and marketing message across, you need to tighten up your digital marketing strategy like never before.
Find your target market on the channels they’re currently on, provide them with undoubtedly valuable content, and prove your value consistently throughout their journey down the funnel.
You cannot let up — each touchpoint must be finessed and effortless for the prospective customer.
Keep and hold their attention until Sales is able to close.
At no point should the prospect feel like it’s a chore to hear from you and engage with your content. Make it worth their while and make them look forward to hearing from you.
So, are you ready to tackle your 2022 B2B Sales approach? I know you have it in you. Make 2022 your best year yet and don’t be timid if you have any questions related to B2B digital marketing and/or marketing automation. We’re true gurus and we love lending a helping hand!
Cheers to your success!
Digital Marketing Specialist