{"id":5535,"date":"2016-03-02T09:28:27","date_gmt":"2016-03-02T09:28:27","guid":{"rendered":"http:\/\/localhost\/test_manager\/7-tips-for-optimizing-your-b2b-sales-team\/"},"modified":"2019-07-19T08:12:31","modified_gmt":"2019-07-19T08:12:31","slug":"7-tips-for-optimizing-your-b2b-sales-team","status":"publish","type":"post","link":"https:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/","title":{"rendered":"7 Tips For Optimizing Your B2B Sales Team"},"content":{"rendered":"<p><strong><span style=\"color: #000033;\"><span style=\"font-size: small;\">In B2B sales, you need every advantage possible to close leads. Strategy, technology and an optimized sales team are all part of a recipe for building customer relationships and increasing sales.<\/span><\/span><\/strong><\/p>\n<p><strong><span style=\"color: #000033;\"><span style=\"font-size: small;\">Optimizing your sales team an ongoing, iterative process vital to increasing revenue.\u00a0 The following 7 \u00a0tips will put you on the right path to accomplishing this: <\/span><\/span><\/strong><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>1. Track and Analyze Sales Data<\/strong><\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Without tracking\/trending sales data and analyzing results, optimizing your sales team is a fruitless effort. Tracking B2B <a href=\"http:\/\/www.marketo.com\/b2b-marketing-software\/sales-lead-insight.php\"><strong>sales lead<\/strong><\/a> data gives your sales team access to statics on what needs doing and what has already been done as part of the sales process.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Options available to track sales data include <a href=\"http:\/\/blog.marketo.com\/blog\/2010\/05\/5-free-b2b-marketing-tools.html\"><strong>B2B tools<\/strong><\/a> such as:<\/span><\/span><\/p>\n<ul>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong><a href=\"http:\/\/www.marketo.com\/b2b-marketing-software\/web-traffic-analysis.php\">Anonymous web traffic analysis<\/a> \u2013 <\/strong>Just because someone visits your site and does not fill out a form, it doesn\u2019t mean you have lost that lead. Tracking and analysis will show you who they are, where they came from and what company they are with. <\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong><a href=\"http:\/\/www.marketo.com\/b2b-marketing-software\/sales-lead-mobile-access.php\">Mobile access updates<\/a> \u2013 <\/strong>You don\u2019t need access to a computer to get information. With mobile access from your smart phone, you are able to see the data you would see from your computer screen. <\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Using Sales tools \u2013 <\/strong>Social selling also means social tracking of prospects and their behaviors, interests and research history.<\/span><\/span><\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>2. Integrate Marketing and Sales<\/strong><\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Another way to optimize your sales team and bring in more revenue is to integrate <a href=\"http:\/\/www.marketo.com\/\"><strong>b2b marketing<\/strong><\/a> and sales. Both pursue common objectives such as growth and revenue, but each team might not always be on the same page.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Sales might wonder why they need to generate their own leads and marketing may wonder why sales ignores the leads that they give them. No matter how you look at it, the two teams need a way to work together to \u00a0achieve optimization.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">A few options to integrate marketing and sales are:<\/span><\/span><\/p>\n<ul>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Create a common marketing\/sales funnel<\/strong> \u2013 With an integrated funnel, each team knows what the other is doing.<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Share accountability<\/strong> \u2013 The better your accountability between teams, the better it is to bridge the gap of measurable results.<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Look for disconnects <\/strong>\u2013 Create plans jointly, look at the goals and promotions of each team and meet regularly.<\/span><\/span><\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>3. Optimize the <a href=\"http:\/\/www.marketo.com\/b2b-marketing-software\/lead-management-software.php\">Lead Management<\/a> Process<\/strong><\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">The lead management process is crucial in generating B2B sales. Optimizing this process will lead to more qualified buyers for your product or services.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Here are a few ways to optimize your lead management process:<\/span><\/span><\/p>\n<ul>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Not ignoring inquires from current customers<\/strong> \u2013 This is still an opportunity to cross-sell to that customer or generate other sales through a referral.<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Testing conversions on landing pages \u2013 <\/strong>More questions usually lead to more conversions. Test out your landing pages and see what converts better for you. When you need to, look at some <a href=\"http:\/\/www.marketo.com\/b2b-marketing-software\/landing-page-optimization.php\"><strong>landing page optimization<\/strong><\/a> techniques.<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Track lead type and lead source \u2013<\/strong> Tracking these will allow reporting on the effectiveness by offer and by channel.<\/span><\/span><\/li>\n<\/ul>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>4. Nurture Leads Effectively<\/strong><\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Effectively nurturing leads is an important step in generating B2B sales. If you contact a lead before they are ready to engage, you may lose that sale. With effective <a href=\"http:\/\/www.marketo.com\/b2b-marketing-resources\/best-practices\/lead-nurturing\/the-definitive-guide-to-lead-nurturing.php\"><strong>lead nurturing<\/strong><\/a>, you build a relationship with the prospect and earn their business when they are ready to buy.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Consider these options for effective leads nurturing:<\/span><\/span><\/p>\n<ul>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Not contacting the prospect too early<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Not focusing on just selling\u00a0 \u2013 build a relationship with the prospect<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Not forgetting existing prospects<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Using a double opt-in approach for incoming lead campaigns<\/span><\/span><\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>5. Motivate and Empower Team Members<\/strong><\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">The power behind a great business is a great team. If your sales team is not motivated or empowered to do great work, your business risks failure.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Effective ways to help motivate and empower team members include:<\/span><\/span><\/p>\n<ul>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Giving your marketing and sales team members the right tools.<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Allow the team to add ideas and new ways of thinking to the business.<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Motivate team members with incentives and rewards based on performance.<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Empower team members by giving them authority to offer incentives to prospects.<\/span><\/span><\/li>\n<\/ul>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>6. Understand Buyer Personas<\/strong><\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">An important skill for generating B2B sales is to understand your buyer\u2019s persona. To truly understand the buyer persona, you need to get past just statistics and numbers.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">The traits that you should focus on in a buying persona are:<\/span><\/span><\/p>\n<ul>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Likes\/Dislikes<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Buying Behavior<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Motivation to buy <a href=\"http:\/\/www.marketo.com\/b2b-marketing-software\/services.php\"><strong>B2B services<\/strong><\/a> and products<\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\">Feelings and emotions that will trigger them to buy<\/span><\/span><\/li>\n<\/ul>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">You basically want to connect with buyers on a human level. You want to refer to them as a name and not a statistic or other number on a chart. Remember, prospects are people first and buyers second.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>7. Embrace CRS-CRM<\/strong><\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Technology is changing the way prospects find information and buy products. The power is now in the hands of the customer, and traditional sales techniques alone are becoming less effective daily.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">When you combine digital technologies with traditional selling techniques, you get CRS-CRM Embracing this B2B sales generator gives power back to your optimized sales team and empowers them to use social selling to create relationships and make sales.<\/span><\/span><\/p>\n<p><strong><span style=\"color: #000033;\"><span style=\"font-size: small;\">Manager\u2019s Office<\/span><\/span><\/strong><\/p>\n<p><strong><span style=\"color: #000033;\"><span style=\"font-size: small;\">Marketing Dept<\/span><\/span><\/strong><\/p>","protected":false},"excerpt":{"rendered":"<p>In B2B sales, you need every advantage possible to close leads. Strategy, technology and an optimized sales team are all&hellip;<\/p>","protected":false},"author":1,"featured_media":9003,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mo_disable_npp":""},"categories":[153],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v15.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>7 Tips For Optimizing Your B2B Sales Team - Manager&#039;s Office<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/\" \/>\n<meta property=\"og:locale\" content=\"el_GR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"7 Tips For Optimizing Your B2B Sales Team - Manager&#039;s Office\" \/>\n<meta property=\"og:description\" content=\"In B2B sales, you need every advantage possible to close leads. Strategy, technology and an optimized sales team are all&hellip;\" \/>\n<meta property=\"og:url\" content=\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/\" \/>\n<meta property=\"og:site_name\" content=\"Manager&#039;s Office\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/Managers-Office-131795126893693\" \/>\n<meta property=\"article:published_time\" content=\"2016-03-02T09:28:27+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2019-07-19T08:12:31+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/managersoffice.net\/wp-content\/uploads\/2016\/03\/7-tips.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"300\" \/>\n\t<meta property=\"og:image:height\" content=\"193\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ManagersOffice\" \/>\n<meta name=\"twitter:site\" content=\"@ManagersOffice\" \/>\n<meta name=\"twitter:label1\" content=\"\u03b5\u03ba\u03c4\u03b9\u03bc\u03ce\u03bc\u03b5\u03bd\u03bf\u03c2 \u03c7\u03c1\u03cc\u03bd\u03bf\u03c2 \u03b4\u03b9\u03b1\u03b2\u03ac\u03c3\u03bc\u03b1\u03c4\u03bf\u03c2\">\n\t<meta name=\"twitter:data1\" content=\"4 \u03bb\u03b5\u03c0\u03c4\u03ac\">\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Organization\",\"@id\":\"https:\/\/managersoffice.net\/#organization\",\"name\":\"Manager's Office\",\"url\":\"https:\/\/managersoffice.net\/\",\"sameAs\":[\"https:\/\/www.facebook.com\/Managers-Office-131795126893693\",\"https:\/\/twitter.com\/ManagersOffice\"],\"logo\":{\"@type\":\"ImageObject\",\"@id\":\"https:\/\/managersoffice.net\/#logo\",\"inLanguage\":\"el\",\"url\":\"https:\/\/managersoffice.net\/wp-content\/uploads\/2021\/01\/MOFLogoSEO.jpg\",\"width\":160,\"height\":160,\"caption\":\"Manager's Office\"},\"image\":{\"@id\":\"https:\/\/managersoffice.net\/#logo\"}},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/managersoffice.net\/#website\",\"url\":\"https:\/\/managersoffice.net\/\",\"name\":\"Manager's Office\",\"description\":\"\",\"publisher\":{\"@id\":\"https:\/\/managersoffice.net\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":\"https:\/\/managersoffice.net\/?s={search_term_string}\",\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"el\"},{\"@type\":\"ImageObject\",\"@id\":\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/#primaryimage\",\"inLanguage\":\"el\",\"url\":\"https:\/\/managersoffice.net\/wp-content\/uploads\/2016\/03\/7-tips.jpg\",\"width\":300,\"height\":193},{\"@type\":\"WebPage\",\"@id\":\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/#webpage\",\"url\":\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/\",\"name\":\"7 Tips For Optimizing Your B2B Sales Team - Manager&#039;s Office\",\"isPartOf\":{\"@id\":\"https:\/\/managersoffice.net\/#website\"},\"primaryImageOfPage\":{\"@id\":\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/#primaryimage\"},\"datePublished\":\"2016-03-02T09:28:27+00:00\",\"dateModified\":\"2019-07-19T08:12:31+00:00\",\"inLanguage\":\"el\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/\"]}]},{\"@type\":\"Article\",\"@id\":\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/#article\",\"isPartOf\":{\"@id\":\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/#webpage\"},\"author\":{\"@id\":\"https:\/\/managersoffice.net\/#\/schema\/person\/d86c6942b87563fc74d22f0156d63823\"},\"headline\":\"7 Tips For Optimizing Your B2B Sales Team\",\"datePublished\":\"2016-03-02T09:28:27+00:00\",\"dateModified\":\"2019-07-19T08:12:31+00:00\",\"mainEntityOfPage\":{\"@id\":\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/#webpage\"},\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/managersoffice.net\/#organization\"},\"image\":{\"@id\":\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/#primaryimage\"},\"articleSection\":\"News\",\"inLanguage\":\"el\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"http:\/\/managersoffice.net\/el\/7-tips-for-optimizing-your-b2b-sales-team\/#respond\"]}]},{\"@type\":\"Person\",\"@id\":\"https:\/\/managersoffice.net\/#\/schema\/person\/d86c6942b87563fc74d22f0156d63823\",\"name\":\"admin\",\"image\":{\"@type\":\"ImageObject\",\"@id\":\"https:\/\/managersoffice.net\/#personlogo\",\"inLanguage\":\"el\",\"url\":\"https:\/\/managersoffice.net\/wp-content\/uploads\/2018\/12\/logocircle-100x100.png\",\"caption\":\"admin\"}}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","_links":{"self":[{"href":"https:\/\/managersoffice.net\/el\/wp-json\/wp\/v2\/posts\/5535"}],"collection":[{"href":"https:\/\/managersoffice.net\/el\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/managersoffice.net\/el\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/managersoffice.net\/el\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/managersoffice.net\/el\/wp-json\/wp\/v2\/comments?post=5535"}],"version-history":[{"count":3,"href":"https:\/\/managersoffice.net\/el\/wp-json\/wp\/v2\/posts\/5535\/revisions"}],"predecessor-version":[{"id":9002,"href":"https:\/\/managersoffice.net\/el\/wp-json\/wp\/v2\/posts\/5535\/revisions\/9002"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/managersoffice.net\/el\/wp-json\/wp\/v2\/media\/9003"}],"wp:attachment":[{"href":"https:\/\/managersoffice.net\/el\/wp-json\/wp\/v2\/media?parent=5535"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/managersoffice.net\/el\/wp-json\/wp\/v2\/categories?post=5535"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/managersoffice.net\/el\/wp-json\/wp\/v2\/tags?post=5535"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}