How B2B Sales are Changing in 2021-And How to Take Advantage

 

The face of the B2B sales market looks different now than it used to. There was once a time when the B2B sales market was largely led by the salesperson and was a bit more simplistic than it is now. However in 2021, the buyer has much more information at their fingertips, and they also tend to deliberate more during the buying process. In this highly digital age, that is so flooded with options and information, cold calls simply aren’t the only strategy anymore.

However, this does not have bad news! You and your company can absolutely keep up with the way B2B business sales are changing if you utilize the right strategies and tools. Learning how to use these tools, like a quality BC business directory, can really help modernize your marketing approach. B2B buyers these days tend to be choosier. In one study, a reported 59% of buyers chose to digitally research their options before speaking to someone in sales. They also tend to be more risk-averse when it comes to deciding to buy, and are warier of making a mistake. Utilizing techniques like social selling, and making sure that you have a good and informative online presence can help these with issues. Something that can so often be glossed over though, is the importance of having qualified leads. Some studies estimate that a shocking 10% of company revenue can be lost annually simply from a misunderstanding between sales and marketing teams. A huge part of this is that miscommunications between your sales and marketing teams can lead to a huge amount of unqualified leads. This is a big deal because a full 68% of buyers stated a preference for marketers who put a focus on the importance of telling them relevant information. Nobody wants to hear a sales pitch for something that makes no sense for them, and doing so could lead to them having negative feelings about your brand in the future.

This is why using a BC directory online can be incredibly advantageous to selling in 2021. When using a quality British Columbia business directory like Scott’s Directories, your sales and marketing team don’t need to worry about misunderstandings arising from bad leads, or wrong information. Scott’s Directories BC business directory covers all of the information you need to know so that your sales and marketing team can be properly prepared with relevant information when reaching out to a contact. No more will you have to worry about losing sales and revenue to unqualified leads or cold calls. A subscription to Scott’s Directories will allow your team 24/7 access to all of the up-to-date and pertinent information on local BC businesses in a variety of sectors, ranging from real estate to wholesalers. We go beyond the basic contact info and provide industry codes, executive listings, estimated sales revenue, and more. Empower your team to make more qualified leads, and to be better prepared with relevant and helpful information when reaching out to those leads, with Scott’s Directories.

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How 2020 Has Changed B2B Sales

It is fair to say that 2020 has brought about a significant shift in many things, business models included. But how has it changed B2B sales specifically? Well, it seems that all signs point to the importance of at least some digitization of the B2B process going forward into the new decade. A mixture of more traditional sales strategies mixed with a growing interest in B2B buyers for digital marketing has become the norm for B2B sales. You may be aware that a 2015 article gained a lot of traction in the B2B sales community for its fairly alarming headline that read “Death of a B2B Salesman”. The article predicted, among other things, that by 2020 B2B salesmen would be largely obsolete. Their reasoning seemed to be that, by 2020, increasing digitization would have largely erased the need for B2B salesmen. The question is, how accurate was this prediction? As is so often the case, the truth is more nuanced. B2B Salesmen have certainly not been rendered obsolete, but digitization has become an increasingly important tool in B2B sales. The first level of engagement for B2B marketing in 2020 so often takes place in the digital space. Knowing how to optimize “digital dialogue” will likely be increasingly important for your B2B sales team going forward. Canadian directory you are looking to give your B2B sales team one of the best digital sales tools, consider investing in a Canada business directory. 

Digitization is not about replacing a sales team, it is about helping that sales team do even better than ever before. A lot of the work that goes into preliminary fact-finding ventures for your B2B sales tactics can be truly improved by going the digital route. By providing your sales team with a Canada company list, you can really speed up the B2B sales process and can expect even greater success in your sales efforts. Cold calling unqualified leads, and going into sales situations without up-to-date information helps nobody.

A subscription to Scott’s Directories Canadian business directory will help you team reap all of the benefits of this newer and more digital age. Instead of chasing down potentially wrong contact information, they can rest assured that the over 580,000 detailed B2B company databases will be completely accurate. Incorporating great digital tools is the way of the future, and Scott’s Directories is known as the best single source for helping you make more meaningful connections with the right professionals for your business. Our Canada business directory will stay available to your sales team 24/7 and offers information on Canadian businesses in everything from wholesalers to healthcare. The future of B2B businesses is certainly trending towards smart uses of digital B2B sales tools, but this doesn’t have to be a scary thing. Tools like business directories can really improve the efforts of your sales team, and take your marketing strategies to the next level.

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Contact

Scott's Directories

507 Lakeshore Rd. E. Suite 206,

Mississauga L5G 1H9

Email: sales@scottsdirectories.com

 

Digitizing Your B2B Sales Process

 

Even now, in the age of so much technology, a surprising amount of B2B businesses are seriously missing out on some of the great help that digitization can provide. Most companies know by now that utilizing certain digitization tools can be a smart move, but are not yet reaping the full benefits that digitization can have. It almost seems sometimes like the idea around digitization is that it is a fun extra feature of a sales process. Something that can be used as an add-on to a system in an isolated way. However, this attitude could lead to some real missed opportunities. Digitization of the B2B sales process is not just a fad or an extra feature, it’s a serious tool that can really optimize the entire sales process.

One of the best digital tools available to B2B businesses today is the use of a quality Canadian directory. Having quality info available at your fingertips at a moment’s notice can give your sales team a huge leg up right off the bat. There are of course parts of the sales process that will always require a human touch, there’s no denying that! But what if your team could spend more quality time attending to the parts of the sales process that only their creative minds can handle, and waste way less time on administrative duties? Not only would projects be completed way faster, but they would also have an even better end result! Not having to spend a significant portion of their project time on tracking down (potentially outdated or wrong) information would help your team access better information with less of a drain on their faculties. Sound appealing? Give your team (and your sales numbers) the ultimate gift of a subscription to a Canadian business database.

Scott’s Directories is the preferred choice of successful sales and marketing teams for a reason! We’ve already gathered all of the company information you need for you. Everything from the names of key company decision-makers to company profiles will be accessible to your team 24/7. Not only will your team never have to waste hours on cold calls and fruitless searches again, they will also have access to information they know they can trust.

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Develop Detailed Marketing Plans with More Data

 

A marketing plan can be a great way to help your company reach their goals. Creating a detailed marketing plan can help align everything about your marketing techniques and make your goals that much more achievable. A strong marketing plan will provide clarity on what next steps should be taken down the line in marketing for your company. Wanting to simply grow or “do better” can often be too vague of a goal to actually achieve. Sitting down with your team and deciding on a tangible end goal, as well as outlining the multiple steps it will take there can make you vision and processes much more clear and concise. You won’t have to waste as much time and resources on trying techniques that wouldn’t, ultimately, be as helpful to making your ultimate marketing plans come to fruition. Whatever end goal your company is looking to achieve, a quality Canada business directory can be an invaluable tool in your arsenal.

People tend to work better when they have some structure to rely on when making decisions. It is recommended that you and your team outline what issues your marketing goals face, a set plan for dealing with issues as they pop up, as well as compiling a list of steps that must be taken in order to achieve said plan. Whatever your team decides will be most helpful for achieving your company marketing goals- be it creating an engaging email campaign, crafting an exciting giveaway of your product, or much more-we at Scott’s Directories are here to help. Our comprehensive Canada company list can help you make meaningful connections with the right professionals and identify important business prospects.

Once your team has a great marketing plan developed, they will likely need to search out other companies to help them reach their highest marketing goals. Whether you are looking for manufacturers and wholesalers to help you create the marketing materials you require, need to create connections with companies within the educational market in order to create educational resources, or more, we here at Scott’s Directories will make sure you have access to a Canada business directory with over 580,000 accurate and detailed B2B company database lists.

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Contact

Scott's Directories

507 Lakeshore Rd. E. Suite 206, Mississauga L5G 1H9

Phone: 1-844-402-2076

Email: sales@scottsdirectories.com

Advertising in Adversity: What B2B Companies Need to Know

The Coronavirus has brought about unprecedented changes to the business and industrial landscape in Canada. Businesses have had to adapt to the new norms of social distancing, sanitization and hygiene. In these uncertain times, companies have had to change their operating procedures right from the foundation. Be it marketing, sales, advertising, operations, front or back-office, the entire organizational chain had to adapt to a work from home and socially distant infrastructure.

Advertisers must promptly adapt to the unforeseen changes in the overall economical environment. Right from buyer behaviour, channel preferences to advertising and marketing budgets, there has been a drastic change. How can Canadian companies adapt and how can a Toronto business directory like Scott’s Directories help?

Improvise

There is no foolproof blueprint to advertising during COVID-19. Companies have had to improvise their strategies on the go. There is no pattern to purchasing behaviour during a pandemic, so they must pay close attention to their customer base and its current requirements. Using an Ontario business database like Scott’s Directories can help companies find their target audience and use that to alter their strategies so as to conform to the current market situation

Focus Your Efforts

Companies must focus on what will create an impact. In today’s world, consumers are price-conscious and hence companies must cater to that reality. They must focus on using effective practices and methods and concentrate on those areas and markets which gives them their strongest return on investment. A price-centric environment will respond to lower prices, discounts and promotions. Using a Toronto directory like Scott’s Directories can help find those areas and targets to focus on

Long Term Planning

While dealing with a crisis, it is important to not lose sight of the long-term. While the short-term requirements are paramount and may yield results, focusing on longer term brand building must also be at the forefront. Strategies and campaigns must cater to short-term requirements but also consider long-term planning. Using an Ontario business database can create a funnel for the short-term targets and help contact longer-term prospects.

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5 Important Tips to Build a Profitable Sales Pipeline

Whether you have a large company or a small business, determining how to improve your sales pipeline and grow your company is essential. Here are five tips to help make it happen.

1. Focus on the Right Audience

When generating leads that convert — which obviously provides more sales and revenue for your company — you must focus on your audience. A Canadian business list - from Scott’s Directories, can be an excellent resource to find companies and national distributors with specific demographics or qualities that you are targeting such as the company has been in business for a specific number of years, its volume size, annual sales revenue, etc.

2. The Customer is the Priority — Not the Data

While numbers are important, it is crucial that customers feel valued and appreciated if you want to retain them, upsell them, or receive referrals from them. Additionally, you must treat every customer like they are your best customer, even if they purchase something small. Even if you are selling to other businesses, it is vital that you focus on customer service and keep the company happy. One bad customer can lead to a handful of lost opportunities and sales.

3. You Focus on The Decision Makers

When trying to sell products and services to a company, it is imperative that you create marketing strategies and pitches that appeal to the decision makers of the company. To determine who these individuals are, you can use a Canadian business list - such as Scott’s Directories, to access detailed information about the executives and the company to create marketing strategies that appeal the company’s weakness, strengths, needs, etc.

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Find and Sell to Doctors Easier Than Ever

Working as a sales rep targeting the medical profession is hard. Medical professionals are highly trained individuals, very academic, pragmatic, and thorough. They’re also notoriously hard to reach if you’re a sales rep, thanks to that office manager who puts up the blockade that keeps sales reps from bothering the doctor. You need an ally to help you – like a comprehensive database through which you can conduct an Ontario physician search!

Doctors are busy professionals, so you need to focus any effort you put into marketing your B2B products and services to doctors and demonstrate you’re not a time baron. Doctors may be terrible at making sure your doctor’s appointment starts at the scheduled time, but you can be sure an appointment with a sales rep is going to start on time and be over faster than you anticipated. That’s why a physician directory Ontario database is so important as a sales research tool for marketing professionals targeting the healthcare industry. In the database, you’ll find over 93,000 doctors, nurses, physicians, surgeons, general practitioners, and other healthcare professionals, including their contact details and other great personal information. Armed with that kind of intel, you can develop a highly personalized, information-rich presentation that can demonstrate to your potential client that you mean business.

Showing a doctor you’ve done your homework by learning about the doctor’s practice, medical specialty, education, and employment history is a great ice breaker. Doctors are professionals, so they won’t be impressed by kitschy sales presentations. Before soliciting your first call, you need to know everything you can about the doctor and his or her needs for B2B products and services. The Ontario directory of physicians available through Scott’s Directories provides sales and research professionals volumes of information on Canada’s medical professionals. 

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