The Top 8 B2B Sales Tips in 2017 UK

In business, no matter how skilled you become in a particular area or how smoothly operations are running, there’s always room for improvement. The potential for growth is limitless. Successful business professionals will tell you they continually study new strategies and embrace new ideas. In this post, we’ll explore the top eight B2B sales tips to make the most of in 2017.

1. Keep Up a High Volume of Cold Emails

A couple of years ago, cold calling was the go-to for many B2B businesses. However, today, cold emailing has proven to be highly effective. Why opt for cold emailing over cold calling? Simple—email is direct and more likely to reach the right person. Do a bit of research to find the decision-maker and send them a concise cold email. Craft your emails carefully and take advantage of tips from other professionals who have successfully navigated cold emailing. Aim to send out more emails to increase your chances of success; three emails a day won’t cut it.

2. Avoid Spamming Prospective Clients

While it’s crucial to send a high volume of cold emails, don’t fall into the trap of spamming. Each email should be personalised—don’t just copy and paste the same message to a hundred prospects. Address them by name and include a few sentences about their business or what you’ve noticed. Then, present your offering. Personalisation is key to making a meaningful connection.

3. Respond Promptly

Responding quickly to prospective clients is not a sign of desperation but of efficiency. When a potential client reaches out, don’t delay your response. Many clients choose businesses based on how swiftly they respond. Ensure you reply as soon as you receive a call or email to avoid losing out to competitors.

4. Approach Every Pitch with a Clear Purpose

Don’t just cast a wide net and hope for the best. Before each call, email, or meeting, have a clear objective. Know what you want to achieve. If you lack a clear vision, you’re less likely to secure deals. Showing that you have a clear plan demonstrates professionalism and effective time management, which will impress prospective clients.

5. Send Handwritten Thank-You Notes

In an age where everyone is inundated with emails, a handwritten thank-you note can make a lasting impression. Send a note through the post rather than an email or LinkedIn message. It adds a personal touch and shows genuine appreciation, setting you apart from the competition.

6. Implement the Three C’s Strategy: Connect, Convince, Collaborate

When trying to secure a new client, follow the Three C’s: Connect, Convince, and Collaborate. First, connect by aligning your solution with their needs and demonstrating that you see them as more than just consumers. Next, convince them of the value your solution offers—highlight the benefits and why they should choose you over competitors. Finally, collaborate by staying in touch and working together towards mutual goals, rather than simply closing the sale and moving on.

7. Focus on Success, Not Just Sales

Sales and success are not always the same. Having a team that meets a sales target early in the week doesn’t mean they should stop pushing. Set incremental goals and aim to exceed them. Conversely, avoid setting unrealistic expectations that can lead to frustration and burnout. Balance is key—set achievable goals to maintain motivation and drive.

8. Know Your Target

Before reaching out to a potential client, ensure you understand their background and needs. While it’s important to research, don’t let it become an excuse to delay contact. Invest enough time to learn about the prospect, but be ready to reach out promptly after your research. Effective sales involve a balance between preparation and action.

Curious about other ways to enhance your B2B (and B2C) sales strategies? Feel free to get in touch with us for more insights or explore our blog for additional tips on connecting with clients.

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