Saturday, 31 March 2018

Practical Tools &Techniques for B2B SaaS Sales

   
          Driving sales involves 2 ingredients. First, Teaching the customer something new about their own business needs or challenges and providing the customer with compelling reasons why it was necessary to take action. When buyers were asked to rank the most important factors that made them willing to engage with a vendor, their responses all surrounded the supplier agnostic approach. Buyer need broader information to help them on the way to making the final purchase decision. When they come to buying decision - i.e, sales content, the respondents preferred product information and demos. The benefits of creating content for each stage of the buyer journey are shorter the sales cycles and increases marketing sourced pipeline and revenue.
Sell to C level:  B2B decision makers reside in the C-suite. Win the executives, Win the company.  B2B merchants must adopt a consensus-building approach to sales that clearly addresses the needs, concerns, and wants of diverse groups. LinkedIn research puts the average number groups influencing B2B decisions in the following top departments,
 
 
Social media is a powerful source for both outreaches as well as creating the kind of consensus that B2B decision making necessitates. Social selling concentrates on producing focused content an providing one-to-one communication between the salesperson and the buyer.
    On the whole, B2B buyers are a pretty satisfied group. B2B buyers who said the relationship with vendors was "getting stronger" identified as the source of these improvements

        Sales Tools: In top performing organizations, the sales and marketing are closely aligned. The tools deliver the range of functionality and improve the sales productivity such as email automation and call logging, workflow scheduling, lead qualification, sales enablement and personalized emails. It supplies the sales counterpart with the right social, email, and product/service content at the right time.
1. Yesware : It helps you to know the people who don't reply are reading your emails and ignoring them.  An email automation tool includes functionality for predictive analytics based on sales team's activities, post send tracking(open and reply rates), sales prospecting, calls, lead nurturing, social selling and integration of all call.
2. Toutapp : It helps you to grow for automating and scaling your lead nurturing and sales processes. This software provides prospect activity tracking across email, web, documents, a high-deliverability email service, integration with popular email programs and CRM systems and reporting.
3. oppsource : This tool helps organization harness the data and sell more. This sales development software enables lead qualification teams to prioritize calls and set daily schedules, email and social touch points for campaigns, and deliver account based reports on sales-ready opportunity to a sales rep.
4.Appointlet : This tool helps to accept the appointment from your website without needing to manage the thing. Once you set the working hours, appointlet will display the working hours to customers. It is suitable for consultants, business coaches, or anyone who schedule their time with prospects and clients.
5. Salesmessage : Gives businesses an easy way to text their contacts online from local phone numbers to help qualify leads and schedule appointments. You can send and receive text messages online. automate messages with workflow.
6.whoisvisiting : It helps you to search for potential business leads. Data are presented in the reports. Account manager in every subscriber helps to initiate leads and other support issues. Helpful for marketing and sales team to identify a visitor in real time to create custom alerts and custom reports.
7.Appdataroom : It is a sales enablement tool that lets you create an online repository for sales assets of PDF, videos, diagrams, photos accessible through your custom mobile app. The sales team can track the usage and engagement of the content in a most effective way. It has the feature that automatically pushes them to sales CRM from the app.
8. Close.io : A CRM SaaS app for small and mid size business. It lets you track and record conversations. It features one click calling with automatic call logging, work flow reminders, email scheduling and integrations to popular lead capture, customer service and email apps.
   Developing the Winning Strategy: If you sell the B2B products to technology, manufacturing, healthcare sector you'd be familiar with a complex buying process. The core skill needed is to know how to listen, learn and understand the notion of buyer's pain. Our role is to educate the prospect on their symptoms and then show you how to solve the problem better than your competitor.
       Marketing has always been about defining your ideal buyer. How you position your product or company in a way that shows you understand the buyer's pain and the manner in which you guide your leads and prospects to find your solution to be the best fit. Start the conversation around your buyer's plan, goals, and challenges. Knowing your ideal customer's backgrounds, goals, pains and how your product or service will benefit them will help to create content to attract leads.
       B2B business their website is a "shop window" designed to help attract qualified and interested visitors. Look at your website through the eyes of your customers like
      * Have a content presented clearly defined buyer personas?
      * Are you keeping with update ongoing SEO strategy?
      * Are your conversion opportunities too high a commitment?
Long-term real growth occurs when you build on a strong foundation with strategy and growth. The path to growth occurs only a small portion will be interested in your solutions. If you have a product but it's not in a demand it is probably because it doesn't solve a problem that enough people are looking to address.
Personalization of web for B2B:
  The emails, ad, live chat, sales enablement and other channels are able to leverage lead and deeply personalize the way they engage.
A/B Testing Methodology: It is popular in SaaS to edit and tracks different content experiences for different audiences. For a deeper level of personalization, you need to tie your tools to profile data. The context you need to deeply personalize your content is,
  * Are they good fit customer? Right Size? Right industry?
  * Are they already in the sales cycle?
  * Have other people visited your website from the same company?
  * Are people from the company engaging with your brand in other channels?
Tactics to be followed for web personalization are,
 1. Identify companies who are visiting your website:  The first step in B2B is to associate the website visitor with the company without requiring an email address. you can also identify businesses based on the IP address of the website visitor since most businesses use office space with a common IP address.
     Reverse IO lookup can transform an IP address to a company name - Most B2B SaaS companies avoid Demandbase - they have pricing where you pay for each tool where you used your data. Clearbit Reveal is a popular reverse IP lookup solutions for B2B SaaS companies that lets you use your data everywhere.
2. Use enriched data through customer platform to power the web content variations:  You need to sync the response from IP service lookup to your A/B testing & experimentation tools. Clearbit Reveal returns the full payload with 40+ data points on company size, industry, location etc., These can be used to segment visitors and display different content variations. However, reverse IP lookup associate data with account-level. This is where the unified customer and account profile holds the unique advantage for web personalization.
3. Manage audiences & variations with predictive personalization tools:  It easier to personalize well defined, constrained content formats like email, live chats, and ads. Rightmessage helps your website can be made more relevant to the individuals on your website. There are some early wins like homepage variations, signup flows, and pricing pages. In order to test more pages and parts of your content, you might be running,
     - Managing audiences,
     - Managing personalized variations
     - choosing or guessing winning combinations of audiences and variations of every page.
Implementing B2B personalization through predictive personalization platform automatically match audiences and variations instead of marketers managing them manually. Intellimize chooses the variations are shown to which visitor, measures the engagement, then updates the predictive model to reallocate types of traffic to specific combinations of winning content.
4. Match up your personalization with experiences with other channels:   Personalizing in the top of live chat on top of your real-time web brings harmonious web experience. You need to choose live chat tool that enables real-time data to trigger & personalize messages to the website visitors.
5. Client Data is the key to B2B Personalization:  Data is an essential ingredient of all personalized marketing campaign. The existing client database is used to create a clear and informed picture of best buyers. It is also referred as buyer persona. It is a detailed profile of your best clients. Depending on your particular company, you can have one buyer persona or different buyer personas. The more you understand about your clients and prospects, the easier to deliver highly personalized, targeted content to the right people at the right time using the right channels.