5 Ways to do B2B Sales and Marketing Differently in the Post-COVID Market

Every customer who is already trying to adapt to the changed market and different ways of B2B sales and marketing is actually looking for a partner who can guide them into making the right buying decision. B2B marketers who practice transparency while dealing with customers, offer genuine support through their products and services and have an empathetic ear are winning hands down! Let us see what these marketers are doing differently that others aren’t and what ways have they adopted to get the desired results.

Here is a blog that discusses some of the finer nuances of b2b sales and marketing and how it can change the way you do business while benefitting your customer in the post-COVID market.

Make Conversational sales work:

This is the time to start having conversations with your customers to know what they need. Conversations don’t happen through brand-talking with the customers. It happens when a real person from the sales team that can have meaningful conversation with the customer. And the conversation should be anything but salesy; in fact it should be about how you can help them and what benefit will you get from the services, or simply about getting to know the existing challenges of the customer.

Sales people need to come in front of the audiences and practice advocacy while offering solutions to the various challenges that customers are facing today. They should also explain the transitions, the way things are moving ahead; showing them the right direction and much more.

Do not follow blindly:

During any major transitions such as the transition that we faced and are facing during this Pandemic; it’s natural to follow trends and adopt what others are doing. However; each business is unique and each customer is unique too. Going by this uniqueness; it’s best that you set different goals for your sales and marketing activities. What’s most important and imperative is that you align the goals with the objectives and not copy what others are doing just because everyone else is doing it.

Be simple:

In the complex b2b market and the shift in the market due to the Pandemic; simplifying solutions and simplifying the way you deal with customers can give huge returns. Everyone is perplexed at this moment and all they are looking for is someone who can simplify things for them.

Adopt Data-based communication:

Stories that are created and told based on data are most likely going to be winners in the post-pandemic market. Social listening and building the changed buyer personas based on data and interactions are what the sales and marketing teams should focus on if they want to succeed. Any communication or brand story should be told based on the data and in-depth information of the customer and the customer’s journey.

Innovate to build relationships:

All things may not go back to the way they used to be or at least will take some more time. The Pandemic has forced us to go the virtual way in communication, meetings, webinars, conferences and basically anything and everything that needs an interaction. Face to face trade shows and meetings have been replaced by the virtual relationship building meetings and that’s the way it’s likely to continue for some more time. What sales people can do is make the most of this situation and turn this change into an opportunity. Having educative webinars, zoom meetings, and many more innovative practices can make this new-normal effective for relationship building.

Conclusion:

B2B sales and marketing can change or even come back to normal ways of functioning, but there are certain next-normal things that marketers and customers can benefit from in the post-COVID market. Its best to make the most out of this opportunity.