In addition to CRM to improve customer relationship management, there are other solutions that boost B2B sales, such as:
marketing automation tools : such as automatic email sending and social media post scheduling platforms;
digital signature systems : through these solutions, it is possible to sign and validate documents and contracts electronically, which optimizes the flow and reduces the time spent on the activity;
online communication resources : such as interior designers service email list messaging apps, such as WhatsApp Business , and internal conversion apps, such as Slack.
Tip! We have an article with a complete list. Be sure to read: “ Sales tools: a list with 25 options to start selling ”
Trends and innovations in B2B sales
Now that you know everything about B2B sales, how about preparing your company and your sales team for the future?
According to McKinsey & Company , these are the trends for this market :
advanced sales tools : such as Generative AI and bots for customer conversion;
hyper-personalized marketing : with strategies defined based on in-depth analysis of data on customer behavior, needs and expectations;
hybrid sales teams : made up of professionals trained in in-person and virtual sales;
personalized strategies in third-party marketplaces : offering products and/or services on websites/applications that are not exclusive to the brand;
investment in your own marketplace : to sell your own solutions and those of partner companies.
Added to these, there are also Machine Learning trends in B2B , such as:
hyper-personalization in customer service;
use of advanced predictive analytics;
implementation of chatbot based on Artificial Intelligence;
real-time sales call monitoring;
resources for customer sentiment analysis;
application of recommendation systems;
machine learning for lead scoring (scoring process to classify potential customers.
How to work with digital B2B sales? 7 tips!
Did you find it interesting and want to adopt these technologies to work with digital B2B sales ? Then follow these steps:
review your processes to identify opportunities to accelerate digital transformation in your company;
set a budget and look for tools in the available price range, without leaving aside cost-benefit;
make it clear to your team that the idea is to facilitate their routines, and not replace them with technology;
start with small changes and expand gradually to facilitate adoption;
promote courses and training for sellers to use the full potential of the solutions;
integrate new tools into your CRM;
Pay attention to the arrival of new technologies and avoid working with obsolete tools that could compromise the flow of your sales process.
What else do you need to know about B2B sales?
Did you enjoy learning more about B2B sales? We hope so! In this article, we have brought you several techniques, strategies and tips to help you achieve better results in commercial transactions with other companies.
The skills of salespeople and managers are essential to generate more conversions, as well as having a deep understanding of customers' needs and expectations, and using the right technologies, tools and resources.
However, improvement must be continuous, as must the expansion of knowledge to maintain updates in the face of various changes in scenarios and behaviors.
For this reason, we invite you to check out the e-book “ Guide: how to develop a sales process and its stages ” .
In this exclusive content — created in partnership with Exact Spotter, the largest Sales Engagement platform in Latin America — we present everything you need to know to make your sales process much more efficient.