7 Insider Secrets To B2B Sales Success

7 Insider Secrets To B2B Sales Success
- The world of selling to businesses is truly distinct from the world of selling to consumers. In the B2B space, or selling to businesses there are a number of specific nuances that help top performers stand out in a absolutely critical way, whereas those changes would have no effect in selling to consumers. I almost think of them as secrets, as that little secret sauce that leads those top sales performers to massive B2B sales success. And so in this video I'm going to show you the seven insider secrets to B2B sales success. Check it out.
Number one, map out the entire sale. This is so important in the B2B selling space, because if you don't know how your entire sales process is going to work, you're going to be winging it, you're going to be all over the place.
And the data shows that today's prospects, in the B2B space, are so much savvier than they were just a few years ago. These are people that have multiple degrees oftentimes, and they're getting sold to all the time. So if you don't have a very clearly mapped out sales process you're going to be haphazard, you're going to be bouncing around here, you're going to be going there, and it's going to ultimately lead to much lower results.
So, make sure that you really have your entire sales process, from how you're engaging prospects, how you're getting in front of them all the way through to how you're closing and ultimately onboarding those prospects. Make sure that that whole process is clear so that way you're not winging it. You're not just bouncing around all over the place. Number two, attack your entry point.
We want to make sure that we know exactly how we're going to enter into a prospective company.
And this is very specific to the B2B space. Because of course when you're selling to consumers there's only one or two consumers in a family realistically. But when you're talking about a large enterprise or even a small business, there are oftentimes a lot of different key actors that you can go into that company by starting that conversation with, or engaging in a conversation.
And so we need to be very clear about who we're going to be starting with. And that comes down to very clearly clarifying who is your ideal prospect?
What's their title? What are the challenges that they face? What industries are they in? And attack that entry point. Get very clear on who that person is and go all in and focus every single time at the prospect organization.
Make sure that you're going in at the right entry point. Certainly not too low, and also not so high that they're not even going to be relevant in the conversation. You wanna make sure that you're selling typically at that kind of highest relevant level, and that's where you wanna enter, and that's where you want to attack. Number three, provide real value. This is a huge distinction from today's world of selling to even just a few years ago.
Nowadays prospects really expect sales people in the B2B space to provide real value in the selling conversation. It's not enough to just have a great product or service.
And it's not enough to just ask a couple of good questions. We need to be establishing authority and expertise. And the best way to particularly be providing value upfront is by providing prospects with insight.
You as a sales person, with your experience, having seen a number of different prospective company's in this particular space, have really an amazing bird's eye view of what's going on in the lives of your prospects. And in the lives of the folks that you're actually selling to. So what we want to make sure that we do is we're providing insight upfront and ultimately using that insight to engage people in conversations. And that's where we start to ask those questions to make sure that they're ultimately a fit and that they're really an organization where we can help solve the problems that they have.
Number four, don't try to close.
This may go counter to a lot of what we've heard over the years, and over our careers, but in the B2B space prospects are savvy. They've been sold to many, many times.
And quite frankly they've probably been sold to a number of times just this past week. And so if we're using some cheesy, transparent closing technique, they're going to see that from a mile away. And so the high pressure closing techniques simply don't work anymore.
Particularly in the B2B space. And so what we need to do is first establish our expertise, engage prospects in conversations and really understand what are those key challenges that they're facing? And then simply present a solution to those challenges.
And then be focused on the next steps afterwards. There's no hardcore arm wrestling closing technique, but instead we're just showing that we have the right solution and letting that conversation take care of itself.

 
Drop the hardcore close. Instead follow the right sales process to get you ultimately to that close. Number five, know their challenges. This is so important in the B2B space. Again, buyers expect that you understand them.
That you understand what's going on. And so this is really a two part concept. One is that when we engage prospects in conversations we need to show that we have some expertise. That we have some insight into what's going on in their world. But we also don't want to over assume that we know everything that's going on in their world.
That's silly, of course you don't know everything that's going on in their world. You need to start to ask some questions to find out what are those core challenges? What's most important to them? So we start the conversation, we engage them in the conversation by sharing some of the challenges that we're seeing happening right now in their industry. And then we're basically saying, which of those issues ring true most to you?
And then they start to share those challenges and that's where we start to dig more deeply. To find out what's really going on. That's where we use our doctor's-like approach to understand exactly what are the key issues that are affecting their business. And then ultimately we're going to present a solution geared directly to only those challenges. Number six, know everyone involved.
The latest data shows that the typical B2B, particularly enterprise-level sale has about seven key decision-makers. And so we can't just expect that even if you're selling to the CEO of a company that that person is going to just be able to pull the trigger, make the decision, and move on.
It's not that simple anymore. Most even high-level executives are trying to get consensus around the decisions they make. They're trying to build that consensus so that way all the key people are onboard, so that way when they move forward, they know that things are actually going to happen.
And it's not just leadership by directive, by force. That's not how business works. So we need to understand every single person involved in that decision. And so we have to get really good at understanding what is that entire decision-making process? And who are all of those people and how is making a decision going to affect their jobs, their worlds.
Number seven, always have clear next steps. This is so important. That we are not walking away from any selling interaction without a very clear next step. And let me be clear on what a clear next step is not. It is not a clear next step to have it at the end of a sales meeting, for the prospect to say, "Hey, you know what, why don't you follow up with me "in two weeks?
" And then you say, "Okay, sure.
"I'll follow up with you Wednesday in two weeks. "How does that sound?" And they say, "Great." That is not a clear next step.
A clear next step is that you get a scheduled call or a scheduled face-to-face meeting or a scheduled Zoom meeting on the books, in the calendar, a calendar invite goes out from you and they positively reply to that calendar invite. That is a clear next step. At the end of every interaction with a prospect we want to make sure that we budget a little bit of time in that conversation to establishing clear next steps.
So that way we never have that wishy-washy kind of well, I think they're expecting me to call them or they're gonna call us, or they're gonna shoot us an email. None of that!
There's always a very crystal clear next step and it is scheduled in the calendar. So, there are the seven insider secrets to B2B sales success. And if you enjoyed this video then I have an awesome free training on the data-driven approach to help you crush your sales goals. Just click right here to get registered instantly. Seriously, just click right here.
This is an in-depth training that will help you close more deals at higher prices, all while generating more meetings. Also if you got some value please like this video below on YouTube and be sure to subscribe to my YouTube channel by clicking my face, which should be right about here to get access to a new video, just like this one, each week..
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My Social Media Marketing Strategy That Drives SALES For Your Business

My Social Media Marketing Strategy That Drives SALES For Your Business
Hey my friend what is going on the question today is do you have a social media strategy that drives sales for your business when you sit down to make a post on social media are you thinking about the beginning or are you thinking with the end in mind and what i mean by this is are you thinking about what you're going to post.
Or are you thinking about the action that you want your viewer to take with you when they're viewing your post now most people just think completely surface level and this is why they're struggling to make sales with their social media marketing strategy but i want you to generate business and revenue when you're applying your strategy on social media so in today's episode.
I want to share with you a little formula to make sure that when you post you're posting on purpose for your business and you are making sure that you are focusing on revenue and driving sales for your business.
So let's dive in welcome to episode 270 my name is tandy eliza and i help you grow your brands grow your business and grow your influence online using social media.
I've been using these strategies to help me grow my multiple seven-figure brand in business over the years and anything that's working i like to come out each week and share with you in a new episode so if you're new here consider subscribing because i put out a brand new training episode and free resource for you and your business each and every week so when you do anything in life or business.
I want you to start thinking about the end in mind first what is the purpose of your actions and in business the purpose should always be to drive revenue and the same goes for your social media marketing strategy you've got to remember that followers does not necessarily equal revenue or business so to generate revenue especially when you're operating on social media you've got to understand your value ladder and i'm going to talk about how a value ladder works how to create one for your business in this episode.
And i'm also going to give you some examples of my value ladder so you can kind of peek in and see what i do to generate the most revenue that i can on social media now in every episode of tanya eliza tv i like to equip you with a free resource that goes with the episode so today since we're talking about posting on purpose and generating revenue with your social media marketing strategy.
I want to leave you with my 30-day profit posting planner tracker and template so this is going to give you a really good idea on what to post in the next 30 days that drive sales how to plan that out and how to create an entire 30 days worth of content in 90 minutes or less so you can focus on other things in your life and in your business so if this sounds like something that you would like you can grab it for free over on the blog at tanializa.com forward slash 270.

 
I'll leave a link for you in the description area where you're watching this video you can click the link it'll take you to my blog and if you're already on my blog right below this video you'll see a big yellow button where you can request access for free to my 30-day profit posting planner i think you're going to love it.
And it's going to complement this training episode super nicely so a value ladder is how your viewers your contacts your community your potential clients your leads whatever you want to call them online family members is what i like to call mine it's how they move through your purchasing path with.
You so you have to have an understanding of your value ladder and how people move through their purchasing path with you before you even go out and create any posts on social media because the post on social media has to complement the value ladder and has to put them into the value ladder at the point that you want them to be and the value ladder is actually created very strategically to help you convert more sales.
And get more people buying more often with you in your business so here's what a typical high converting value ladder would look like and this is actually how mine looks like as well so you put out your free content i.e your social media post typically that free content has a couple different purposes but if it's to generate revenue it will lead to a free value ad you see me do this each week with my freebies.
That i offer and that is another way to add value into my viewers life because people don't buy from you unless they know like and trust you so to do that we have a value add that we give that really really helps our viewers dive in a little bit more with us gets to see the type of value and the type of training that i offer on a free level without me even asking for any money.
Up front first so free content then we have them go to a free value ad then from the free value ad we're taking our viewers to an initial purchase and then from our initial purchase we're taking our customers now to a core purchase.
And then we're taking them to a profit maximizer purchase many businesses out there your business included might not yet have multiple ways that people can buy from you maybe you only have one way that your clients can buy from you and that's completely fine for now but i want you to start thinking about the value add and and moving people through that ascension series with you because this is how you really maximize profits but if you just have one product.
Right now that will be your initial purchase so basically it's going to go free content i.e your social media post free value ad and then your initial purchase so when you're posting something on social media you have to start with the end in mind where in your value ladder do you want that post to go now sometimes and most often i would say 85 to 90 of the time i have my free content out on social media that leads to my free value ad so i know okay if i do this post the purpose.
Of this post is to offer this free value ad and that's where i want my viewers to go now sometimes i would say 15 of the time i might make a right direct to offer purchase like you know this would be for my long time viewers maybe that tune in and we do maybe a special or a promotion and so i know okay if i'm gonna post on social media i want my viewers that see this social media post to buy xyz product.
And in that case i'm going to reverse engineer the social media post to serve that goal so when you're posting on social media you don't just want to think about what do i post today to serve my audience although that is a really good thought you want to do what the experts do what am i going to post today to serve this goal in my business.
This revenue goal of my business where am i inserting the viewer into my value ladder now if you do that you're not only going to gain followers which are important as a vanity metric but for business metrics that matter i.
E revenue you want to serve that goal first not the followers first you want to get the revenue first then you want to you want to ask yourself the question where do i want my viewers to go on my value ladder when i do this social media post and then create the post with that goal in mind and i don't want you to be a pointless poster i want.
You to make sure that you're maximizing all of your efforts in your social media marketing strategy and you're not wasting time or wasting dollars each piece of content that you post online has the potential to work for you 24 hours a day seven days a week 365 days a year you might as well make sure that those posts are serving your business goals so think about the end in mind the next time you post also make sure to grab the free resource.
That i put together for you that goes along with today's episode which is my 30-day profit posting planner and tracker so that you can create 30 days of revenue driving posts for your business it doesn't matter what business you have this will work for you in 90 minutes or less this will completely take this strategy to a whole other level for you and it will also make your social media posting life a heck of a lot more profitable and easier and maybe make it a little bit more exciting.
For you so you can head over to the blog at tanializa.com forward slash 270 click the link above or below this video in the description area it will take you to the blog underneath this video on the blog will be a big yellow button where you can request free access to my 30-day profit posting planner i think you'll absolutely love it and when you pick it.
Up and you go through it if you do love it share in the comment section with me what you love most about it alright my friend as always i leave a bunch of additional extra great resources and value for you in the show notes area of where you're watching this video.
So make sure to check that out if you did find value make sure to get this out to your people share this with anybody that you think might love it as much as you just did give it a like give it a thumbs up and i will see you next week on tania eliza tv you.
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How To Improve Your Sales Process And Increase Business

How To Improve Your Sales Process And Increase Business
- If you don't have a proven process to sell then you don't have a proven process to scale. Today I'm gonna give you some tips, five steps, how to improve your sales process and increase business. Now this is me coming from experience. Speaking from my own experience, now, leading and managing over 100 active closers within my organization who are closing for my own product and service. So, when it comes to sales process, see most companies they don't have a very clear defined process, how money is made.
How cash is flowing. How do you improve the sales process? So today let me give you a simple blueprint. Firs of all, you have to understand when it comes to the sales process, there are five steps. You have the sales process right here.
You also have what I call the buyer journey. So you have the process coming from the company.
The seller, the closer's perspective. You also have to understand also from the consumers, the buyer's perspective. What is the journey that they go through?
So let's talk about the first step. The first step is what I call prospecting or lead generation. Now it depends on what you do. Maybe the way that you generate leads right now is by cold calling, is by prospecting, going out there and bringing people in. That's perfectly fine or you're living more sophisticated.
You have a marketing campaign. You have some marketing in place to bring in people, that's more lead generation. You're adding value to the market place. Maybe you're doing content marketing. Maybe you are doing blogs.
Maybe you are running ads. Whatever it is that you do, it's doesn't matter it is prospecting/lead generation. Now from the buyer's Journey perspective then what you're doing is you're trying to get some awareness.
The buyer, the potential customer, they don't know that you exist yet. You want to use this step to just make them aware that you even exist.
Basically saying hey, look at me I'm here, pay attention to me, right? That's the awareness. You just want to get some awareness. The next step in the sales process is called qualifying the leads. Now how do you qualify the leads?
You want to qualify the prospect in terms of four things, needs, time, money and decision maker.
Needs, how strong are their needs? Time, how urgent is this problem? Do they have to solve this problem right now or maybe 10 months from now? Money, are they able to buy?
Do they have the resources? Do they have the budget? Number four, can they make that decision or if they talk to somebody else. Those four things. That's how you qualify the leads.
From the buyer's journey perspective you have what I call engagement. They're just engaging with your product, service your company, your organization. They want to find out a little bit more. So before they don't know you now they're aware, now they're taking the first initial step and say hey you know what? Maybe I'm requesting a little bit more info.
Right? Maybe I'm reading a little bit more. I'm just doing the next step to engage, that's engagement. Step number three, and that is demonstrating value. Now how do you demonstrate value?
Maybe it is to walk them through how your software works. Given them a demo. Maybe it is to invite them to attend a virtual training, a webinar of some sort. Maybe it's to invite them to a live event. However, it is that you want to do it, but it is to demonstrate value.
It is to present what can you do for the prospects? Now from the buyer's journey perspective now from awareness, to engagement, now we are going to interest. Now I'm not just engaging. I'm actually interested in your product or service. You have to understand what the buyer is going through if you want to close them.
Step number four is to negotiate and close. Now you're gonna close the deal. What are the terms? What about payment? What about financing.
What about how long you're gonna provide the service. Now you're negotiating back and forth.
Not proposal. We're now taking about agreement. How to close that sale.
What are the expectations? How to establish those expectations. From the buyer's journey, from interest no it's commitment. Now it's saying yes. We're moving forward.
Here's exactly how we're gonna do business. And the last step which I believe is actually one of the most important steps and that is delivery and fulfillment. So, now you've closed the sale. You've qualified the leads. How are you gonna deliver the outcome that you promised to the prospect?
What are the deliverables? What are you gonna do? Because this is where you get the referrals.
This is how you get the repeat business. See most organizations, they only focus on the first couple of steps.

 
Or maybe step number four. Just wanna close. The sale doesn't stop after you close. The sale starts after you close the prospect. And then from the Buyer's Journey perspective that is what I call experience.
That's the last step. What is the experience you're providing for the buyer, for your client. This is extremely critical because you've done all this work during the sales process.
One, two, three, four, five. Don't screw it up in the last step.
So how do you improve your sales process? Let me give you some practical examples. Let's take an internet marketing business model. So let's say you are running ads on Facebook, or on Instagram or any social media platforms and you are trying to get attention. Hey click on my ad, here is what I can do for you.
What are you doing? Step number one. Lead generation. You're trying to generate some leads. You're trying to get some awareness in the market place.
Hey pay attention to me. Click on this ad. Now the minute the buyer, the potential customer, they click on the ad, now they go to step number two. Which is what? Engagement.
So then you land on your landing page when they land on your landing page now they can see what can you do, what is the promise what are you giving away.
Maybe you're giving away something for free. Maybe it is a free book. Maybe it's an invitation. Maybe it's a free webinar.
Maybe it's a lead magnet. Maybe it's a free E-book, whatever it might be, it doesn't matter. You're qualifying the leads. Then the next step is you want to demonstrate value. Hypothetically let's say you are inviting them to a free webinar.
In that webinar you are demonstrating what can you do.
You are giving them social proof. You're explaining what is it like to do business with your company? And here you go from now engagement, to interest. If they sit through the entire presentation or the entire webinar, guess what?
They are interested. Then from there the next step is to go from demonstrated value to now, negotiate and close. So let's say at the end of your webinar your call to action is to book a call with one of your closers. So then you'll close, again find out about the prospects' needs and close them on the phone. So there form the Buyer's Journey perspective you go from now interest to what?
Commitment. That's correct. Now they're committed. Now they want to buy. The last step.
Don't forget, now is delivery and fulfillment. And from the Buyer's Journey now it's experience. What is the experience like to work with your company. What is the experience like to buy from you? Even if you look at this you think about even in dating, this applies, right?
From the very beginning let's say you go to somewhere let's say you go to a pub, right? You got to a bar, which I don't recommend, but let's say you go there, you are trying to get some awareness.
You're trying to talk to some people right? And then you want to buy a lady a drink that's from lead generation, now you're trying to qualify the leads. Are they allowing you to buy the drink?
And from there you're having conversations, right? You're demonstrating your value. You're trying to get that phone number. And when you get that number that phone number you follow up and maybe you set up the first date, the second date. You're trying to seal the deal and close the sale and after yo guys are together what is that experience like?
How are you delivering right? How is the fulfillment? It is the same process. So when you look at yours sales process I want you to ask yourself, all of these five steps, also from the buyer's perspective which area can you improve? Maybe you are doing phenomenal in lead generation.
But you're not doing so good in terms in demonstrating value. Then maybe your presentation needs tweaking. How can you improve your closing ratio? Your conversion rate? Or maybe you have a fantastic conversion mechanism, that your presentation, you know wat?
Every single person who is a qualified prospect who sees my presentation I can close two out of 10.
I can close three out of 10. Fantastic. It means that you need to go back to lead generation. How can you generate more leads, so that more people will see your presentation?
Or maybe step one through four you are phenomenal. You've got that just dialed in. But guess what? You neglected fulfillment. After people buy from you, you neglect them.
You don't deliver on what you promised and then there is no repeat business. There is no referral for your company. That's it. That's exactly how you improve your sales process and increase your business..
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