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How to Improve B to B Selling

When it comes to B to B selling, there are some very clear and practical things that can be done to improve results and lead generation.

Professional Networking

One of the quickest and most effective ways to generate leads is to invest time in professional networking. Professional networking at its most basic level involves getting exposed to new people and building some sort of connections with them. This can be done by attending events, joining groups or associations, or simply volunteering in the community.

As with anything else, there are clear things to do and not do when it comes to business networking. First, you don’t want to go around trying to sell your products. You more so want to focus on building connections. They may end up buying from you, but to be successful, you must put that outcome on the back burner.

Cold Calling

Many people will tell you that cold calling is dead and a waste of time. And while there are many challenges that come with trying to connect with target prospects over the phone, cold calling can still be a productive sales tool when trying to improve B to B selling.

When cold calling, you will face gatekeepers, you will face voicemail, and when you reach prospects they will have their guard up trying to protect themselves from somebody trying to sell something. That is the environment and there is nothing that you can do to change it. Although, there are clear things that you can do to try to defuse and minimize those challenges.


Social Media

Social media is one of the newer tools to use to try to improve B to B selling. The great thing about social media is the reach that it provides as you can easily connect with and broadcast to prospects that are spread around the globe. It is also a very economical sales tool as the main investment required is time.

There are many “do’s” and “don’ts” when it comes getting to most out of social media. One of your first “do’s” should be to increase your connects and contacts, just as you are trying to do with professional networking.

One thing that is very important with social media is that you do not want to try to sell your products and services through the platforms. Or directly sell and promote to be more specific. What you want to do instead is offer value to your connections. This can either come in the form of providing tips, news, humor, etc.

Search Engine Optimization

Search Engine Optimization (SEO) is one of the most powerful ways to drive B to B selling. This is the art of managing and improving your website so that search engines send traffic to you.

This is not an overnight thing to do but if or when you are able to get search engines to put your site at the top of the list of results when your target prospects search keywords that are related to your business, you will see a spike in lead generation and as a result, an improvement in B to B sales.



Launch Pad Solutions provides sales consulting helping businesses to to increase B to B selling.

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This article was published on Sunday 24 June, 2012.
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