Boost your B2b sales qualification for Procurement

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b2b sales prospecting qualify prospects with band let us talk about b2b a sales team is bombarded by various factors every day especially when it is b2b sales it is one of the top toughest not what to say we can say not to crack it is one of the toughest nut to crack to be successful at b2b sales you certainly need to be a good communicator but there are many other factors that can help you know your customer get to know exactly your customers needs and wants before you can start to sell your solution you need to know their problem knowing your customers also means a building relationship with them warm-up is essential don't sell your product ask if your customer has enough time to start a conversation start by knowing their needs and then telling them if you can fulfill them right marketing tools right marketing tools for b2b companies are very different make use of right marketing tools like email social media marketing or network marketing to build an impression and to generate the leads keep a check on your competitors it is essential to keep a track on your competitors activities so watch them carefully it also helps you to know more about your weakness so that you can work on it focus on building relations selling is one time relations or lifetime if you're successful in building a good term with your customers you will get a benefit of lifetime therefore your client would stay loyal to your product or service always when it comes to managing your sales you need to be organized confident and determined in the world of b2b sales the aim is to attract new prospects and keep a hold of them however this is far easier said than done but still so just follow the simple ways to generate those happy b2b leads let us go to the next one that is the important for your prospecting what is b2b prospecting b2b prospecting or b2b sales prospecting is the act of looking for potential buyers customers or clients to convert into new business the ultimate goal is to what nurture your prospects through the sales funnel until they eventually make a purchase b2b prospecting helps generate sales prospects that consistently fills sales pipeline means b2b sales prospecting is a process that keeps your sales pipeline full with high quality prospects more effective outreach how can i say that b2b prospecting ensures that you are engaging with the right people on the right platform at the right time accelerate the sales cycle how effective b2b prospecting speeds up the sale process leading to better productivity and closing more deals quicker lead qualification is it possible b2b prospecting enables you to disqualify prospects who will derive no benefit from your product or service so this b2b deals prospecting is the demonstration of searching for potential purchasers clients or customers to change to change over into new business a definite objective is to support your prospects through the business channel until they in the long run make a buy using tools like linkedin sales navigator you can search for leads that fit your criteria if you plan to do any type of cold outreach to them let me just give you some few pieces of advice do your homework first find a real challenge they have and approach them about that do not try to sell them anything in your first couple of couple of interactions offer value in the form of tips and recommendations focus on their needs not your services if the first interaction goes well schedule an exploratory call where you can discuss their challenges in greater depth and figure out if you are a good fit for each other if you can't afford each other or your prospect has no real motivation to change there is no point in wasting each other's time if you do find a good fit that's great move the conversation to the next phase where you can talk about the plan and pricing so b2b sales prospect is a bid to b lead age organization that will change your b2b deals fight by creating grounds by breaking deals prepared deals prepared leads that improve incomes and chop down time to market and time to come now let me tell you how do you use this how we can qualify the leads we have seen so now let us see how we can move or how do you use the band to qualify prospects when qualifying leads using the band net framework focus on the following criteria budget authority need and timing that is banned most sales team considers consider a lead viable if the lead satisfied at three at least three out of the four bant that is the band criteria but this can vary depending on the sales organization so as i repeat b budget a authority and needs and t the timeline essentially this is the sales framework that sales and marketing professionals can use to identify the sales leads that will be most likely to bite at the carriage that you are dangling while some approaches adapt to adapter push the product or service at everyone and see who jumps on board band is designed to make the most of time energy and money by nudging you towards the most qualified prospects using the bank method you will you will view all your potential leads through the criteria set out by the method and then focus on the ones who will be more likely to purchase if you take most b2b companies they don't qualify their sales leads research shows that over half of all newly generated leads are sent directly to sales representatives in comparison only about uh 27 percentage of sales leads are qualified there are several different ways that you can qualify sales leads one of which is by what i said now the band model which allows you to determine whether a prospect is ready for a sales pitch qualified sales leads or those who have been vetted and thus they are ready for a sales pitch when compared to unqualified sales leads they are far more likely to make a purchase let us go let me just brief little bit more on the first acronym of banned budget when using the branch model you will need to evaluate the prospects budget one of the most common reasons for sales objections in the b2b industry involves the price of a product or service so prospects typically they won't buy a product or service if it exceeds their business budget obviously so different businesses have different budgets allocated for b2b products or services some businesses have deep pockets with the financial resources to buy expensive products and services other businesses they have a very smaller and more limited budget that limits their ability to make purchases so the bank model it requires you to evaluate the prospects budget specifically the budget of his or her business during the lead qualification process in band the number two acronym a authority you will need to evaluate the prospects authority when using the band model as well authority refers to the prospect's ability to make decisions on behalf of is our own her business pitching a product or service to a prospect who doesn't have this authority is typically a waste of time even if prospect doesn't have a purchase making authority though he or she may be able to refer you to another prospect who does don't be afraid to ask prospects whether they have purchase making authority with the band model only prospects with this authority can be qualified nonetheless they make they may provide you with the contact information of other prospects who do have purchasing making authority the third one ba is over now n another piece of information that's included at the band model is the prospect's need most of these needs if you take in b2b companies involves a problem all businesses they encounter one problem or the other in some way they restrict their money making operations to solve these problems they seek solutions from b2b companies you can qualify leads by comparing prospects needs to the products or services sold by your b2b company unless your b2b company has a product or service that can fulfill a prospect's need you shouldn't qualify him or her the band model only allows for lead qualification when a prospect's need matches a product or service that is sold by your b2b company if a prospect needs industrial commercial equipment to develop a new property and your b2b company sells the same type of equipment he or she is a good match therefore you should qualify the prospect under the band model prospects with needs that don't match your b2b company's products or services on the other hand shouldn't be qualified under the bank model next is the timeline the timeline offers or it that is it it means the date by which a prospect needs a particular product or service always they go for time or they they were they are more keen with the time some prospects have a shorter timeline than others a short timeline means that a prospect wants to buy a product or service either immediately or in the near future so prospects with the short timeline can be referred to sales representatives sales representatives they can pitch the product or services to the prospects in an effort to capture them as buyers so as i said using this bant method you will view all your potential leads through the criteria set out by the method and then focus on the ones who will be more likely to purchase so with this meet you all with the next excellent topic until then it is your mentor signing off from skill edge thanks for watching do like share and subscribe to our youtube channel and don't forget to click the bell icon hashtag skills