5 Incredible Tips to Sell Telecom B2B

Source: Telecom Technology Magazine

Selling an intangible product or service from business to business (B2B) can be more difficult than selling it to direct customers (B2C). In this selling process, people usually ignore the benefits that buyers will gain and focus on the features of the product or service. Here are a few selling tips for businesses, manufacturers, and resellers who are not in the telecommunication industry. These tips can help them to learn how to sell VoIP and plant feet in the $140B industry.

Research Properly

The first thing to land on successful sales is to research about the company. Knowing deeper about the company and its prospects will help to position the business and sales on the right track. Taking time to know about the business can save the time of contacting a cold lead.

Determine Company’s Needs

Determining the needs and problems of the company is the second most important thing to do in a B2B sales process. This helps a business to offer the products and services as a solution based on the needs of the client company. For example, if a company is facing continuous loss and is on the verge of closing down its operations, a solution provider can find alternative revenue operations by adding VoIP to the existing offering and revive the company.

Use of CRM

The use of a proper CRM can keep track of the prospects in a clean and organized way. CRM solutions can help keep track of the prospects, upcoming meetings, pending deals, closed sales, and many more. These CRM solutions enable one-to-one interactions and assist a company throughout the relationship of the prospect.

Focus on Benefits

As already mentioned, the salespeople should focus on the benefits the customer will gain rather than focusing on the features of the product. Features do allure the customers, but they won’t make any buying decision unless they are introduced to the benefits a product has. Benefits can be in any sense, be it increasing productivity, saving money, or anything else.

Follow up

The buying process for B2B is quite lengthier than B2C. Factors like budget and opinions must be taken into account after consulting other decision-makers. One should know that great things take time, hence should not throw away any lead in frustration. One should regularly follow up with the current status of the client as situations might have changed from the last time they have tried…..Read More