Blending Traditional and Modern Sales Strategies

Written by Jordon Rowse | May 18, 2023 11:06:30 PM

In the high-stakes arena of B2B sales:

Standing still = falling behind.

Buyer behavior continues to shift at a faster pace than ever before. The ever-evolving digital revolution has redefined the rules of the game. Most B2B businesses have ended up battling to survive. The question is: how do we go beyond survival and get back to thriving?

This has become our single mission at Set 2 Close. We work with countless B2B companies in different markets. We run into countless business leaders who are burned out and spread thin trying to keep their businesses afloat. It's not the workload that results in burnout. It's the lack of direction and the cycle of trying new initiatives over and over. Only to watch them fizzle out and prove useless time and time again.

The path from survival to thriving is simple once you have a clear direction. We've been crafting a modern B2B sales approach over the last few years that has proven to do this. On average, we see teams double their efficiency, increase conversions by 30%, shorten their sales cycles, and improve employee longevity. Inevitably, this results in scaling their business.

The answer lies in mastering the dance between traditional sales methods and innovation. The old and the new. This is your invitation to delve into a comprehensive guide that amalgamates the strengths of time-honored techniques with cutting-edge methodologies, ultimately supercharging your B2B sales strategies.

Master the Art of Inbound Selling

Inbound selling revolves around attracting, rather than pursuing, prospects. It's about creating a gravitational pull that naturally draws potential customers towards your solutions. Here’s how to enhance this approach:

1. Intelligent Identification: Target the Right Opportunities

The foundation of effective inbound selling starts with intelligent lead identification. Using advanced CRM features, you can pinpoint leads with the highest likelihood of conversion.

Here’s how we help:

Custom Scoring Models: At Set2Close, we configure your CRM to identify high-value prospects based on factors like industry, behavior, and role. This ensures resources are directed at the leads most likely to close.
Actionable Insights: By centralizing data, we provide real-time visibility into pipeline activity, making your team more proactive and strategic.

🔑 Pro Tip: Align your sales and marketing teams to ensure consistent scoring criteria. Unified collaboration can significantly enhance conversion rates.

2. Personalized Connections: Engage Like a Pro

Personalization is at the heart of inbound success. Segmented communication based on behaviors and needs creates stronger, more meaningful connections.

Our Approach:

CRM-Driven Segmentation: We segment contacts into dynamic lists based on shared characteristics, enabling highly relevant and personalized communication.
Targeted Campaigns: Whether it’s through email or account-based marketing (ABM), our data-driven campaigns speak directly to the pain points of your audience.

🎯 SEO Tip: Craft personalized content using targeted keywords to rank higher and drive organic traffic to your CRM-based campaigns.

3. Two-Way Exploration: Build Value, Not Just Features

Conversations are opportunities to explore shared goals. With a data-enriched CRM, your team can identify and address specific challenges faced by prospects.

How Set2Close supports you:

Solution-Based Selling: We empower sales teams to use analytics and AI to offer actionable solutions rather than generic pitches.
Sales Enablement Training: Comprehensive training ensures your reps are equipped to navigate complex sales conversations.

🤝 Pro Tip: Use CRM activity tracking to tailor follow-ups that show you’re invested in solving your prospect’s unique problems.

4. Buyer-Centric Selling: Align with the Buyer’s Journey

Today’s B2B buyers are informed and selective. Your sales process needs to reflect this evolution.

At Set2Close, we help you:

Map the Journey: We develop tailored customer journeys within your CRM, mapping touchpoints from awareness to purchase.
Optimize for AI: Leverage AI to predict buyer intent and streamline communication during key decision stages.

🔑 SEO Insight: Optimize website content for long-tail keywords related to your buyer’s journey, such as “best CRM integrations for B2B” or “how to create a sales funnel.”

5. Automation for Efficiency: Work Smarter, Not Harder

Automation can be your team’s secret weapon. It minimizes repetitive tasks, allowing reps to focus on meaningful interactions.

How We Do It:

Streamlined Workflows: From automated lead nurturing to real-time alerts for hot prospects, our systems are designed to keep your pipeline moving.
Predictive Analytics: By integrating CRM tools with analytics platforms, we help anticipate trends and opportunities, boosting efficiency.

Harmonizing Modern and Traditional Sales

While inbound is the future, traditional methods like cold outreach still hold value when paired with the right tools.

Personalized Cold Outreach: Use CRM insights to craft tailored introductions that stand out.
Hybrid Strategy: Blend inbound and outbound methods to nurture relationships while accelerating initial engagement.

Make the smart choice—schedule a consultation with us today.

Keep up-to-date with the latest advancements in Sales/Marketing AI and Revenue Operations by following us on LinkedIn, YouTube, and Meta. Subscribe to our newsletter to ensure you never miss out on vital industry insights and the latest news affecting the broader landscape of revenue operations.

View full post