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What Is B2B Sales Experience

April 02, 2012 | Comments: 0 | Views: 134

If you own or work in a business and looking to increase your business sales, particularly with other businesses, there are a few very useful tips you can use to build a diversified client base, in size and purchasing power.

As a business person myself, I've witnessed my most valuable client grow to represent close to 60% of my overall sales. As I saw this evolve, I knew I had to modify my sales efforts to diversify, so that 'all my eggs weren't in one basket.' I had to expand my business and built new sales lists, so my 'Number 1 Client' represented only about 11% of sales and my other top ten were more than 80% of my sales.

I began to forge new relationships with the help of the B2B sales experience. You may be asking "what is B2B sales experience?" Business 2 Business sales is a systematic program generating targeted leads that convert at a very high rate. My prospective clients were becoming clients at a rate of over 40%! These efforts saved my business and better served my clients overall. Allow me to share these effective techniques of obtaining more leads for anything that you may be promoting:

1. Start with Bringing New Life to Your Old Email Contacts

Turn your archived e-mail address list into leads on demand. Search through emails that you've received in the past, and write a short note to send to relevant contacts you have made, but never kept in touch with. Once you make contact, tell them what you are doing and then see what happens from there.

On many occasions, you'll discover your business sales and contacts will grow vertically or horizontally. I've personally experienced that it's actually a simple way to convert my dormant emails into leads on demand.

2. Appreciation Goes a Long Way

A classic B2B sales experience is "Appreciation Days" for key referral sources, such as CPAs, bankers, attorneys, etc in your local district. These types of leads are warm and friendly, leading them to remain open to your business product or service.

3. Association Power Lead Generation

Many people join professional trade associations for usage of current industry information. Another important membership attraction is undoubtedly an association's buying power for value-added deals on product or service that benefit its membership. This type of arrangement can lead to power lead generation. Arrange an appointment with the Membership Director to discuss ways your product or service can be of use to the overall membership.

4. Invite the "Expert" to the Table

Identify that prospect who is a "hard sell to make" and invite him or her to be a speaker at your next important organization or network meeting. This offers your prospect the opportunity for being perceived as an "expert" and then to sell the advantages of using his/her own business. Additionally, it just may also increase your chances of that prospect becoming a client after all.

5. The "Weekend Drive" Can Makes Sense and Turn into Dollars

Take your prospecting to the next level by taking an hour or so during your down time on the weekends to drive around an office park in your city. Note the names of companies and their addresses. There are probably many of them that are not in your current sales database. Follow-up with the new prospects on Monday morning.

Thomas Duran is an expert in coaching professional executives in achieving their goals in business. Follow his consulting advice about B2B Sales Experience and Professional Self Improvement Advice for professional executives.

Source: EzineArticles
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What Is B2b Sales Experience

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