Lots of tactics can help grow your B2B sales. A quick list (not in order of merit) includes:
- Public Relations.
- Better Products & Services.
- Improved Pricing Strategy.
- Better Bundling of Products & Services.
- New Distribution Channels.
- More Up Sells & Cross Sells.
- Incentives like discounts & rebates.
- Content Marketing.
- Cold Calling & Contacting.
- Improving Sales.
- Improving Sales processes.
These tactics aren’t new and you can combine them to grow your B2B Sales.
Pushing your profiling to the next level helps almost all of them.
You scale your business really effectively if you pursue profiling as a deliberate strategy. Let me explain
Better Products and Services
Making products and services more attractive to your customer base is vital. Defining “who” the customer base is the core of this exercise. What do customers or prospects want? Why?Benefits, advantages and features of each “ought” to have a logical basis. Ideally one should design variants. Create variants as required to suit each specific group of customers. The benefits ought to form a coherent set that a specific group would value. “The specific group” is a phrase we’ll return to again and again.
Better Pricing Strategy for B2B Sales Growth
The pricing strategy may be as simple as one price per product, one per service.
If there are product or service variants the pricing becomes more complex. The strategy has much in common with “bundles of products and services”. There should be some logic, whether simple or complex.
Sometimes the pricing will mimic the perceived market and competition norms. But better B2B marketing would design a pricing strategy. Marketing would define it by confronting a set of questions:
- Why would one group of customers pay more for a specific set of features?
- Why would defining a new bundle of features at a different price attract a new group of customers?
- How would these changes affect existing revenue from other groups of customers?
Again this is all about defining what constitutes a “specific group of customers”.