7 Insider Secrets To B2B Sales Success

1. 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 often, and they're getting sold to all the time.

2. Attack your entry point.

We want to make sure that we know precisely 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 are 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 often a lot of different key actors that you can go into that company by starting that conversation with or engaging in a conversation.

3. Provide real value.

This is a huge distinction from today's world of selling to even just a few years ago. Nowadays, prospects expect salespeople in the B2B space to provide real value in the selling conversation. It's not enough to have a great product or service. And it's not enough to ask a couple of good questions. We need to be establishing authority and expertise. And the best way to mainly be providing value upfront is by providing prospects with insight. You as a salesperson, with your experience, having seen many different prospective company's in this particular space, have a fantastic bird's eye view of what's going on in the lives of your prospects.

4. Don't try to close.

This may go counter to a lot of what we've heard over the years and 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 many 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 don't work anymore. Particularly in the B2B space.

5. Know their challenges.

This is so important in the B2B space. Again, buyers expect that you understand them. That you know what's going on. And so this is 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.

6. 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 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 on board, so that way when they move forward, they know that things are going to happen. And it's not just leadership by directive, by force. That's not how business works.

7. Always have clear next steps.

This is so important. That we are not walking away from any selling interaction without an obvious 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.

[mattlewis]

Love your sales advice videos Marc huge thank you !!

[suras]

It's the the best video in learning B2B, really.

[KnowledgeOfficial]

No shave November?
Diggin’ the beard, brother.
Thanks for always adding so much value to entrepreneurs.
✨🙏✨

[MultiBigboy]

Very good advice! Especially the research on industry and role to make it relevant whilst also not assuming too much by therefore asking relevant questions such as - which of these challenges resonate with you most? Great techniques to gain greater relationships with customers and help them achieve their goals.

[praisonjoshua]

Thank you sir, this is my first video of yours, looking forward for more insights

[urbanconnor]

Big like. Thanks for the clear presentation. All the best.

[zaskt]

Thanks for sharing such update sales techniques.

[RaymondWLo]

These are good sales advice. Thank you.

[setfreetm]

Just found you.Got a new career change into corporate sales with a major leading international brand, so I'm taking your tips..Thank you!

[igodi]

Very good information. I just don't agree on the not closing part. Of course you shouldn't use a transparant corny close, but you have to offer the solution and then say to the customer: so, this is the offer. What do you say? A mistake that a lot of people make is being afraid to close. I agree on everything like identifying their challenges. Though at one point you should make clear how you can help them, and then ask them if they think it all sounds fair enough. Then you go out and start helping them.

[YasinNabi]

Business is all about being the first to offer the solution for a specific problem in the

[ryanpeterson]

@Marc do you have a mentorship program

[SergioMartinez-lslq]

Thanks for sharing your knowledge with us! I'm trying to expand my business to South Florida, do you know a good company to outsource the commercial part of it?

[darkcorneroftheworld]

I have experience in consumer sales, what would you say is the major difference between b2b and consumer sales? Excellent video by the way.

[rakeshjainofficia]

I am keen to learn from you. Send me more details on your paid programs

[mmader]

I try some of the techniques. Its proven. Thank you!

[woffelman]

Hi. i'm 17 but want to learn more about it, but on the subject of not closing shouldn't you try to get the deal. so if they have more options and they aren't sure shouldn't you try to win them over?

[tripuramultinational]

Sales Acceleration is how we communicate with customers in a time of crisis? Your ability to have deep, distinct and differentiate conversations is your key to survival.

[jimmygills]

Most likely watched a lot of Tony Robbins growing up

[abhishekchauhan]

sorry man, but the things you told are no secrets. Everyone knows it, but many may not follow