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What are the best way was to sell B2B products on mobile?

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Filed under: B2B Marketing: B2B Marketing Strategy, Mobile Marketing

4 answers • 11 years ago

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Anders Börde, Mobility Strategist - helps you go mobile ! answered:

Hi I have ben working in the field of Mobile Marketing since 2008 and even though most of our activities has been targeted a consumer market the mechanism is much about the sam. If you could provide me with some words about what type of products you are trying to sell to whom - I'd be glad to help out. BR/Anders

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Terence Eden, All about helping people build brilliant ideas. answered:

Know your customer. If you're selling to business people who *rely* on their BlackBerry - that's where you need to target your sales.
What are you doing to understand your potential customers' needs?

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Joy Broto Nath , Global Corporate Trainer & Strategist answered:

The best way was to sell B2B products on mobile are as follows:
1. Conduct market research: Begin the B2B sales process by performing high-level market research to understand the current state of demand for your offering. Get clear on who your competitors are in your segment and familiarize yourself with their techniques and strategies to understand what messaging your prospects are hearing from other sources.
2. Determine your ideal buyer persona: Take time to identify what companies fit your ideal buyer persona. In addition to considering what your prospects sell or offer, be on the lookout for contextual information about how business is progressing. Have they recently launched a new product? If you are selling to start-ups, did they recently close a round of fundraising? Have they had any leadership changes in the past six months? This information can help you determine if companies are ready to invest in your offerings and is a helpful addition to your buyer persona information.
3. Map out the buyer’s journey: Now that you are clear on who your audience is and how your offering will serve them, it's time to map out how the customer will purchase your offering. To do this, walk through the steps a potential customer could take to reach your product or service. Typically, prospective customers go through the following stages when making a purchase:
a) Awareness — The buyer realizes they have a problem or pain point that needs to be solved.
b) Consideration — The buyer determines how the problem could be solved and is researching different products or offerings that could help.
c) Decision — The buyer is comparing available options and determines which course of action to take.
As part of your sales process, you should be able to identify and track where your prospects are in the sales journey. Doing so empowers you to strategize so you can put forth tactics that will meet them where they are in the process.
4. Qualify leads: A sales qualified lead is a lead that is ready for a direct sales pitch. Everyone who shows interest in your offering will not turn into a qualified lead. When determining if a B2B prospect is sales qualified, ask them the following questions:
a) What is the problem you are trying to fix? — This question will help you determine what product or offer to recommend as the sales process progresses.
b) Have you tried to solve this problem before? If so, why didn’t the previous solutions work? — This question will give you important context about what will and won’t work to solve the customer’s problem. Additionally, you will know exactly what pain points to speak to if your product is the right fit.
c) Who makes the final purchasing decisions? — In B2B because you are not selling directly to a consumer, you may have to work with several points of contact to close the deal. Understanding who all needs to be involved to make the final decision, what that process will look like, and how much is budgeted will shape your sales strategy.
5. Meet face-to-face: If you find the customer’s needs and your products or services are aligned, try to communicate face-to-face as much as possible. When you are able to meet face-to-face (in person, or via video) to answer the customer’s questions, deliver your pitch, and address concerns, you are able to build trust with the customer that can’t always be established over the phone or over email.
6. Close the deal: As the sale ends, the work is not done. If the result is a sale, now is the time to facilitate an agreement outlining the terms payment will be exchanged for the product. Additionally, you may want to coordinate with your company’s service organization to ensure the customer has been onboarded and feels supported using your product. If the result is not a sale, thank the prospect for their time and offer to stay in touch to support any needs they have in the future. Often a "no" is simply a "not right now" and you gained valuable insight that will support future sales.
7. Track results and improve: High-performing sales teams are constantly measuring the results of their processes to improve. When you are regularly measuring and striving to improve the results of your organization’s B2B sales metrics, you and your team can improve productivity and overall performance. Key metrics B2B sales teams should be tracking include:
a. Sales Productivity Metrics — Measuring sales rep productivity will help point out inefficiencies in your processes that may be costing you sales.
b. Average Lead Response Time — In B2B sales, every minute matters. The sooner you can respond to a lead inquiry the more likely you are to land the sale, making average lead response time an essential metric to track.
c. Marketing Qualified Leads to Sales Qualified Leads Conversion Rate — This measure how many leads brought in through marketing efforts become sales qualified. While it is often tracked by marketing organizations, it is helpful data for sales teams to be aware of to support pipeline creation.
Besides if you do have any questions give me a call: https://clarity.fm/joy-brotonath