6 Reasons for Low B2B Sales

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The b2b segment has a reputation for being more difficult to sell to than b2c. And there are good reasons for that.

What is usually the reason for low sales figures in b2b?

Salespeople Neglect Cold Calling
Such calling, as well as passing the secretary iran mobile phone numbers database barrier, is the first thing that is taught at any standard sales training. The manager's task is to convince the company employee to connect you with the decision-maker (usually the director or chief accountant). The number of such calls is directly proportional to the number of deals.

The "10% rule" is relevant for sales: out of a hundred cold calls, only ten will lead to a meeting, and one of them will end in a sale. But inexperienced managers believe that it is enough to make 10 cold calls and wait for the result, than to call 100 companies. This is a logical error: there is no such thing as a 100% conversion, it is simply impossible to make ten successful calls in a row.

In some cases, the figure is higher and amounts to 50-60%, but this is not a reason to neglect cold calling your client base.

Case: VT-metall
Find out how we reduced the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
The purpose of the call is defined incorrectly
Many salespeople believe that their job when calling is to present the product. This mistake often results in low sales.

All trainings emphasize the importance of setting the right goal for a call, and provide the SMART methodology, but after completing the training, employees remain confident that the main thing is to tell the client about the company's services and products, and if they are lucky, to interest them. But how realistic, measurable and specific is such a goal?

In reality, cold calling is only necessary to set up an hour-long meeting during the week with the decision maker. You will be telling him about the product. Don't try to give out all the information at once on the first call.

Poor preparation for meetings
Beginner salespeople consider themselves capable of meeting with a client at all times, while experienced salespeople claim that the level of a manager's readiness determines the success of a deal by 50%. What do you need to know before going to a meeting with a company representative?

The purpose of the call is defined incorrectly

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First, analyze their business to clearly understand what the company does. When purchasing something from you, b2b companies have one goal: to increase their own sales. Your task is to think about how your company's service or product can be useful for the customer organization.

Second, gather information about the identity of the decision maker who will negotiate with you.

The reason for low sales in b2b is often that the motives, character traits and thinking style of the client were not taken into account. Find out:

who is the decision maker;