As business solutions grow increasingly complex, some buyers require additional assistance to introduce and implement new products or services into their company’s environment  successfully. It’s no longer enough for business-to-business (B2B) sales organizations to sell a product or service and leave the customer to their own devices. Today, they need support and knowledge over the long haul. 

Social selling is one of the most overlooked strategies in B2B selling. Many sales reps consider social media to be a waste of time when it comes to reaching prospects, but platforms such as LinkedIn, Twitter, or Instagram are actively used by the buyers you want to target. Social media can be an excellent source of insight and can help you learn more about your target buyers. Using social selling channels such as LinkedIn can provide a means to directly connect with prospects. It also provides a forum where you can influence potential buyers and build a rapport over time.

Our journey starts in the midst of a company wondering why they can't keep customers using their products. The leaders of the company meet in their boardroom, and everyone has the whole day's schedule dedicated to answering the question... "why aren't our customers renewing with us?"  

Direct sales have been a staple of business. They offer your business a strategy to sell products—as it sounds—directly to customers without intermediaries. Your success is linked to the direct sales tactics you put in place in your business. In this article, I will cover three proven direct sales tactics to transform your business.  

Nobody ever said enterprise sales was easy. Enterprise tech sales is one of the toughest types of sales jobs, no matter whether you are engaging in enterprise software sales, hardware sales, or cloud services. Another industry term for enterprise sales is complex selling because there are so many variables.

​​

One universal truth of enterprise sales is that deals take time to close. Enterprise applications tend to be business-critical, with a lot riding on the success of the deployment. As a result, there are lots of stakeholders, each with unique criteria and success factors. There also tend to be extensive discussions about compatibility, integration, customization, and value, making sure the solution will more than pay for itself.

​​

There is a lot about enterprise sales that has changed, especially since the pandemic. Buyers have come to prefer the digital sales process, and more B2B sales are being handled remotely. According to McKinsey, between 70 percent¹ and 80 percent of B2B decision makers prefer self-service or remote sales transactions.