{"id":3577,"date":"2022-01-02T08:06:33","date_gmt":"2022-01-02T08:06:33","guid":{"rendered":"https:\/\/www.engagebay.com\/blog\/?p=3577"},"modified":"2025-04-24T13:33:21","modified_gmt":"2025-04-24T13:33:21","slug":"b2b-sales-techniques","status":"publish","type":"post","link":"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/","title":{"rendered":"11 B2B Sales Techniques Your Business Should Use"},"content":{"rendered":"<p>Now we have entered 2023, what is your company doing to meet its <strong>B2B sales goals<\/strong>? The midpoint of the year is the perfect time to sit down and analyze your <strong>B2B sales techniques<\/strong>.<\/p>\n<p>It could be that some of your <strong>solution selling techniques<\/strong> are a little stale or predictable. Would-be customers can see you trying to <a href=\"https:\/\/www.engagebay.com\/crm\/crm-deals\">close a deal<\/a> from a mile away.<\/p>\n<p>Perhaps your sales team has grown so accustomed to doing the same old\u2019 thing that they\u2019ve lost all the enthusiasm and conviction in their approach.<\/p>\n\r\n            <script>\r\n                var EhAPI = EhAPI || {}; \r\n                EhAPI.after_load = function() {\r\n                    EhAPI.set_account('ktb76s1540fl2hnhbqnrtd2npb', 'our');\r\n                    EhAPI.execute('rules');\r\n                };\r\n                (function(d, s, f) {\r\n                    var sc = document.createElement(s);\r\n                    sc.type = 'text\/javascript';\r\n                    sc.async = true;\r\n                    sc.src = f;\r\n                    var m = document.getElementsByTagName(s)[0];\r\n                    m.parentNode.insertBefore(sc, m);   \r\n                })(document, 'script', '\/\/d2p078bqz5urf7.cloudfront.net\/jsapi\/ehform.js');\r\n            <\/script>\r\n            <script>\r\n                function waitForEhForms() {\r\n                    const interval = 100; \/\/ Check every 100ms\r\n                    const checkAndLoad = () => {\r\n                        const params = new URLSearchParams(window.location.search);\r\n                        const elementorPreviewParam = params.get('elementor-preview');\r\n                        if (elementorPreviewParam && typeof EhForms !== 'undefined' && typeof EhForms.loadForms === 'function') {\r\n                            EhForms.loadForms();\r\n                            console.log('EhForms.loadForms() called successfully.');\r\n                        } else {\r\n                            setTimeout(checkAndLoad, interval);\r\n                        }\r\n                    };\r\n                    checkAndLoad();\r\n                }\r\n                \/\/ Call the function\r\n                waitForEhForms();\r\n            <\/script>\r\n        <div class='engage-hub-form-embed' id='eh_form_5161654467690496' data-id='5161654467690496'><\/div>\n<p>That just won\u2019t do. It\u2019s time to shake things up a little bit and understand what the best way around the pain points are.<\/p>\n<p>In this blog post, we\u2019ll share some of our favorite B2B sales techniques your business should be following.<\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_74 ez-toc-wrap-left counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#What_Are_B2B_Sales\" >What Are B2B Sales?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#B2B_Sales_Techniques_Your_Business_Should_Use\" >B2B Sales Techniques Your Business Should Use&nbsp;<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#1_Get_on_the_Phone_and_Do_Some_Cold_or_Warm_Calling\" >1. Get on the Phone and Do Some Cold or Warm Calling<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#2_Keep_the_Ball_in_Your_Court\" >2. Keep the Ball in Your Court<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#3_Start_Smiling\" >3. Start Smiling<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#4_Make_It_Easy_for_People_to_Book_an_Appointment_with_You\" >4. Make It Easy for People to Book an Appointment with You<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#5_Use_SPIN_Selling\" >5. Use SPIN Selling<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#6_Check_Your_Clothing_and_Language\" >6. Check Your Clothing and Language<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#7_Dont_Become_Another_Victim_of_the_Sunk_Cost_Fallacy\" >7. Don\u2019t Become Another Victim of the Sunk Cost Fallacy<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#8_Try_Challenger_Selling\" >8. Try Challenger Selling<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#9_Try_Reaching_out_to_Old_Leads\" >9. Try Reaching out to Old Leads<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#10_Become_an_Ambivert\" >10. Become an Ambivert<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#11_Align_with_Your_Marketing_Team\" >11. Align with Your Marketing Team<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#How_to_Overcome_Modern_Sales_Challenges\" >How to Overcome Modern Sales Challenges?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-techniques\/#Conclusion\" >Conclusion<\/a><\/li><\/ul><\/nav><\/div>\n\n<h2><span class=\"ez-toc-section\" id=\"What_Are_B2B_Sales\"><\/span>What Are B2B Sales?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Before we get into our tips and powerful sales techniques, let\u2019s make sure you have a clear understanding of what do you mean by <strong>B2B sales<\/strong>?<\/p>\n<p>The area of <strong>B2B or business-to-business sales<\/strong> concerns your company retailing its services or products to other companies.<\/p>\n<p>It\u2019s different than a business-to-consumer or B2C standpoint, in which you\u2019d sell directly to customers.<\/p>\n<p>It&#8217;s important to know that key difference which will get you on the road to understanding the <strong>B2B sales process<\/strong>.<\/p>\n<div class=\"content-box-red\">\n<h2><span class=\"ez-toc-section\" id=\"B2B_Sales_Techniques_Your_Business_Should_Use\"><\/span>B2B Sales Techniques Your Business Should Use&nbsp;<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li>1. Get on the Phone and Do Some Cold or Warm Calling<\/li>\n<li>2. Keep the Ball in Your Court<\/li>\n<li>3. Start Smiling<\/li>\n<li>4. Make It Easy for People to Book an Appointment with You<\/li>\n<li>5. Use SPIN Selling<\/li>\n<li>6. Check Your Clothing and Language<\/li>\n<li>7. Don\u2019t Become Another Victim of the Sunk Cost Fallacy<\/li>\n<li>8. Try Challenger Selling<\/li>\n<li>9. Try Reaching out to Old Leads<\/li>\n<li>10. Become an Ambivert<\/li>\n<li>11. Align with Your Marketing Team<\/li>\n<\/ul>\n<\/div>\n<h3><span class=\"ez-toc-section\" id=\"1_Get_on_the_Phone_and_Do_Some_Cold_or_Warm_Calling\"><\/span>1. Get on the Phone and Do Some Cold or Warm Calling<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Most marketers and sales professionals have been conditioned to hate cold calling, which is when you call a prospective customer without ever having had contacted them before.<\/p>\n<p>While <a href=\"https:\/\/www.engagebay.com\/blog\/cold-calling-tips\/\">cold calling<\/a> shouldn\u2019t be erased from a sales person\u2019s repertoire entirely, warm calling is a lot easier to do.<\/p>\n<p>This is when you email a lead first and then call them.<\/p>\n<p>According to phone-based marketing service CallPage, time is of the essence when warm calling.<\/p>\n<p>You have to get in touch with the lead almost immediately after they submit your web form to make your sales pitch, at least within the first five minutes.<\/p>\n<p>If you do, you have a 100x higher chance of them answering your call. Make this a part of your <strong>sales process<\/strong>, then.<\/p>\n<p>Otherwise, you might be wondering when the best time to contact a lead by phone is.<\/p>\n<p><a href=\"https:\/\/blog.hubspot.com\/sales\/best-time-to-make-a-sales-call\">HubSpot<\/a> compiled information on this very subject. Wednesday is the most ideal day of the week to make that initial <strong>sales call<\/strong>.<\/p>\n<p><img decoding=\"async\" class=\"aligncenter wp-image-3578 size-full\" src=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/convertion-in-first-attempt.png\" alt=\"b2b sales techniques\" width=\"600\" height=\"440\" srcset=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/convertion-in-first-attempt.png 600w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/convertion-in-first-attempt-300x220.png 300w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/convertion-in-first-attempt-595xh.png 595w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/><\/p>\n<p style=\"text-align: center;\"><em>Photo courtesy of HubSpot<\/em><\/p>\n<p>As for the time, later in the afternoon is best, such as 4 p.m.<\/p>\n<p>This may seem too late to you, right?<\/p>\n<p>After all, aren\u2019t most people leaving the office or mentally preparing to around that time? Yes. That\u2019s why 11 a.m. to 2 p.m. is another popular time-slot.<\/p>\n<p>HubSpot mentions that calling anytime from 7 a.m. to 10 a.m. will net you the worst results.<\/p>\n<p>That\u2019s because people are waking up, eating breakfast, driving to work, and starting their day. They\u2019re not as interested in answering phone calls.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"2_Keep_the_Ball_in_Your_Court\"><\/span>2. Keep the Ball in Your Court<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>This scenario has probably happened to all sales reps at one point or another: you reach out to a lead by phone or email.<\/p>\n<p>Initially, as decision makers, they\u2019re very responsive and interested in your company and its products\/services.<\/p>\n<p>Then, seemingly out of nowhere, they go dark on you. Your sales calls go unanswered, as do your emails.<\/p>\n<p>You can spend countless hours beating yourself up and wondering where you went wrong.<\/p>\n<p>Chances are, it may not have been anything you did at all. Instead of guessing why the lead stopped responding, do something about it.<\/p>\n<p>Your first inclination is probably to send another follow-up email.<\/p>\n<p>You\u2019re going to write in an urgent tone to encourage the lead to get back to you.<\/p>\n<p>You\u2019re also, of course, going to try to make yourself as available as possible so that if they do come back, you can accommodate them.<\/p>\n<p>Doing the latter can be a mistake. We\u2019re not saying don\u2019t accommodate your leads, but don\u2019t be too eager and available.<\/p>\n<p>When you send an email letting the <a class=\"\" href=\"https:\/\/www.engagebay.com\/blog\/marketing-qualified-leads\/\">lead<\/a> know you\u2019ll be waiting for them when they\u2019re ready, the ball is entirely in their court, so to speak.<\/p>\n<p>It could take forever for them to get back to you if they ever do. Why take the risk?<\/p>\n<p>Next time you find yourself in this situation, try writing a somewhat different email.<\/p>\n<p>Put a time limit on your assistance, like 48 hours or a week.<\/p>\n<p>Tell the lead you\u2019ll be happy to help if you hear from them within this time, but that if you don\u2019t, that\u2019s a sign they don\u2019t want to continue the business relationship and you\u2019ll take it as such.<\/p>\n<p>This creates a sense of urgency\u2014or, as it\u2019s called today\u2014FOMO (fear of missing out). That\u2019s a powerful psychological motivator that just might do the trick.<\/p>\n<p><em>\ud83d\udc49Enhance your sales performance with better lead management. Dive into our <a href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/\">comprehensive guide<\/a> to learn more.<\/em><\/p>\n<h3><span class=\"ez-toc-section\" id=\"3_Start_Smiling\"><\/span>3. Start Smiling<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Speaking of psychological tricks, when you do a sales meeting with a prospective customer in person, do you greet them with a smile? We certainly hope so.<\/p>\n<p>That\u2019s because smiling makes you come across as approachable, and every sales person wants to be viewed as approachable.<\/p>\n<p>According to <a href=\"https:\/\/www.themuse.com\/advice\/the-secret-to-being-approachable-is-almost-too-obvious-youve-probably-already-done-it-today\">data<\/a>, people will make snap decisions on how nice and likeable you seem to be.<\/p>\n<p>It takes about seven seconds and it happens immediately.<\/p>\n<p>That means by the time you\u2019re done shaking hands with a prospective customer that they\u2019ve already made up their minds about you.<\/p>\n<p>If you smile, you could make a more positive impression.<\/p>\n<p><em>\ud83d\udc49Boost your sales by understanding the true essence of strategic selling. Dive into our comprehensive guide now.<\/em><\/p>\n<h3><span class=\"ez-toc-section\" id=\"4_Make_It_Easy_for_People_to_Book_an_Appointment_with_You\"><\/span>4. Make It Easy for People to Book an Appointment with You<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>When you first contact a lead, be it via phone, social media, or email, what\u2019s the short-term goal?<\/p>\n<p>You want them to set up a consultation with you, correct?<\/p>\n<p>However, making them do all the work doesn\u2019t seem fair. There\u2019s a decent chance they won\u2019t do it.<\/p>\n<p>You want to make it as easy as possible for leads to book with you.<\/p>\n<p>Possibly the best way to do this is to implement an <a class=\"\" href=\"https:\/\/www.engagebay.com\/blog\/email-signature-important-for-email-marketing\/\">email signature<\/a> calendar link.<\/p>\n<blockquote><p>If you\u2019re using <a href=\"https:\/\/www.engagebay.com\/crm\/appointment-scheduling-software\">appointment scheduling software<\/a> like <strong>EngageBay\u2019s CRM platform<\/strong>, then you can let your leads and customers set up appointments with you.<\/p><\/blockquote>\n<p><img decoding=\"async\" class=\"aligncenter wp-image-10878 \" src=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2020\/05\/appointment-scheduling.png\" alt=\"appointment scheduling\" width=\"802\" height=\"390\" srcset=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2020\/05\/appointment-scheduling.png 810w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2020\/05\/appointment-scheduling-300x146.png 300w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2020\/05\/appointment-scheduling-768x374.png 768w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2020\/05\/appointment-scheduling-595xh.png 595w\" sizes=\"(max-width: 802px) 100vw, 802px\" \/><\/p>\n<p>The software <a class=\"\" href=\"https:\/\/www.engagebay.com\/blog\/10-ways-to-sync-email-marketing-and-landing-pages\/\">syncs with most email<\/a> programs to merge your calendars.<\/p>\n<p>There\u2019s no double-booking with EngageBay.<\/p>\n<p>On those days and times when you\u2019re busy, leads are not allowed to schedule an appointment.<\/p>\n<p>That means you can only meet with a lead when you have the time to dedicate yourself to solving their problems with your products\/services.<\/p>\n<p>By adding a link to your calendar scheduler in your <a href=\"https:\/\/www.engagebay.com\/blog\/email-signature-important-for-email-marketing\/\">email signature<\/a>, it\u2019s easier than ever for leads to book the appointment.<\/p>\n<p>All they have to do is click and they can begin setting up.<\/p>\n<p><em>\ud83d\udc49Want to elevate your sales performance? Uncover the top sales analysis techniques in our <a href=\"https:\/\/www.engagebay.com\/blog\/sales-analysis\/\">extensive guide<\/a>! \ud83c\udfc6<\/em><\/p>\n<h3><span class=\"ez-toc-section\" id=\"5_Use_SPIN_Selling\"><\/span>5. Use SPIN Selling<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>While <a href=\"https:\/\/www.engagebay.com\/blog\/spin-selling\/\"><strong>SPIN selling<\/strong><\/a> isn\u2019t a new concept, per se, it\u2019s one that\u2019s really beginning to catch on. If you\u2019re not already selling like this in 2020, you\u2019re going to want to start soon.<\/p>\n<p>What exactly is the <strong>SPIN selling<\/strong> process?<\/p>\n<p>It\u2019s an acronym.<\/p>\n<p>The S stands for situation questions, the P for problem questions, the I for implication questions, and the N for need\/payoff questions. Let\u2019s talk about each of those in more depth now.<\/p>\n<ul>\n<li><strong>Situation questions: <\/strong>Why is your lead seeking out your products and services? What situation are they in that\u2019s brought them to this point? By asking situation questions, you can figure out the answer.<\/li>\n<li><strong>Problem questions: <\/strong>What problems is your lead having in his or her life? How will your products\/services solve these problems? This is what asking problem questions are geared towards, coming up with a solution tailored to the lead.<\/li>\n<li><strong>Implication questions: <\/strong>What if the lead doesn\u2019t buy your product\/services? By asking implication questions, you can begin to paint the unfortunate picture of what happens when they go without. This makes the lead realize they need to make a purchase and do it soon.<\/li>\n<li><strong>Need\/payoff questions: <\/strong>Finally, there are need\/payoff questions. These are centered around product\/service benefits and <a class=\"\" href=\"https:\/\/www.engagebay.com\/blog\/customer-experience-strategy\/\">customer success<\/a> stories. You\u2019re asking questions of the lead the push them towards making a purchasing decision.<\/li>\n<\/ul>\n<p>The sooner you start asking questions as dictated by <strong>SPIN selling<\/strong>, the better you\u2019ll get to know your leads.<\/p>\n<p>Who knows? That could just be the push they need to convert them to customers.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"6_Check_Your_Clothing_and_Language\"><\/span>6. Check Your Clothing and Language<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Above, we mentioned how important it is to smile when you meet with leads, customers, and even clients and higher-ups.<\/p>\n<p>A smile can help these people form a positive impression of you the first time they meet you.<\/p>\n<p>When you\u2019re selling to a customer, you want to convey confidence above all else.<\/p>\n<p>You must be confident in your selling abilities and confident that your products\/services can change the lives of your leads and customers for the better.<\/p>\n<p>How do you convey confidence as much as friendliness?<\/p>\n<p>Keep smiling, yes, but look at what you wear and the body language you present. In terms of clothing,<\/p>\n<p><a href=\"https:\/\/www.realmenrealstyle.com\/approachable-behavior-clothing\/\">Real Men Real Style<\/a> says that professional garb like suits and ties is the best attire for men, but that it depends on the context. If you were to overdress, your perception of approachability drops.<\/p>\n<p>This is just for men. The site goes on to mention that for women, dressing super formally makes them seem less approachable.<\/p>\n<p>Presentation quality is critical for both genders.<\/p>\n<p>As for the colors of your clothing, Real Men Real Style notes that cool colors can aid you in creating that sense of approachability.<\/p>\n<p>Blue especially is a great color to wear. White is another suitable hue, but don\u2019t wear red! It will have the opposite effect.<\/p>\n<p>What about body language? It\u2019s incredibly important, too.<\/p>\n<p>It\u2019s possible to see powerful sales increases just by learning body language basics.<\/p>\n<p>According to this article in <a href=\"https:\/\/www.scienceofpeople.com\/sales-techniques\/\">Science of People<\/a>, sales professionals who received a single lesson on body language were able to enjoy 56 percent more sales numbers by employing what they\u2019d learned.<\/p>\n\r\n            <script>\r\n                var EhAPI = EhAPI || {}; \r\n                EhAPI.after_load = function() {\r\n                    EhAPI.set_account('ktb76s1540fl2hnhbqnrtd2npb', 'our');\r\n                    EhAPI.execute('rules');\r\n                };\r\n                (function(d, s, f) {\r\n                    var sc = document.createElement(s);\r\n                    sc.type = 'text\/javascript';\r\n                    sc.async = true;\r\n                    sc.src = f;\r\n                    var m = document.getElementsByTagName(s)[0];\r\n                    m.parentNode.insertBefore(sc, m);   \r\n                })(document, 'script', '\/\/d2p078bqz5urf7.cloudfront.net\/jsapi\/ehform.js');\r\n            <\/script>\r\n            <script>\r\n                function waitForEhForms() {\r\n                    const interval = 100; \/\/ Check every 100ms\r\n                    const checkAndLoad = () => {\r\n                        const params = new URLSearchParams(window.location.search);\r\n                        const elementorPreviewParam = params.get('elementor-preview');\r\n                        if (elementorPreviewParam && typeof EhForms !== 'undefined' && typeof EhForms.loadForms === 'function') {\r\n                            EhForms.loadForms();\r\n                            console.log('EhForms.loadForms() called successfully.');\r\n                        } else {\r\n                            setTimeout(checkAndLoad, interval);\r\n                        }\r\n                    };\r\n                    checkAndLoad();\r\n                }\r\n                \/\/ Call the function\r\n                waitForEhForms();\r\n            <\/script>\r\n        <div class='engage-hub-form-embed' id='eh_form_5161654467690496' data-id='5161654467690496'><\/div>\n<p>Do you need some tips for improving your own body language? Here are some pointers:<\/p>\n<ul>\n<li>Make eye contact, but don\u2019t be creepy about it. What\u2019s most important with eye contact is not maintaining it for too long. Be confident in how you lock eyes, too. Doing so can make you seem more approachable as well as engaging and trustworthy. In a sales person, that\u2019s important.<\/li>\n<li>Don\u2019t fidget. This may be an involuntary thing you do, so be sure to monitor yourself carefully. Wiggling in your seat, moving your legs or feet, tapping your hands, or touching your hair all counts as fidgeting.<\/li>\n<li>Improve on your handshake if it\u2019s weak. It should be firm, yes, but not like you\u2019re going to break the other person\u2019s hand. Like with eye contact, keeping a handshake going for too long can be awkward.<\/li>\n<li>Watch the positioning of your legs and arms. Your legs should not be crossed, either at the ankle or at the knees. Ankle crossing conveys a lack of trust while knee crossing can come off as aggressive. Keeping your hands in your lap is a sign of shyness while putting them behind your head can again make you come across as aggressive or bored.<\/li>\n<li>Keep working on your posture if you need to. Being able to stand and sit straight is not only good for your health, but it also makes you look confident.<\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"7_Dont_Become_Another_Victim_of_the_Sunk_Cost_Fallacy\"><\/span>7. Don\u2019t Become Another Victim of the Sunk Cost Fallacy<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Persistence is key when it comes to powerful sales efforts, but sometimes, so too is knowing when to stop your current <a href=\"https:\/\/www.engagebay.com\/blog\/sales-process\/\">sales process<\/a>.<\/p>\n<p>It\u2019s easy for the best sales reps to become the victims of the sunk cost fallacy. There definitely exist some pain points.<\/p>\n<p>Maybe at one point in your life, you collected something you thought would be worth a lot of money someday.<\/p>\n<p>You kept collecting and collecting, thinking about the money you\u2019d make back in a few years.<\/p>\n<p>With time, you realized the item you thought would be worth so much was decreasing in popularity.<\/p>\n<p>Worst yet, people were selling the item for less than the original price you bought it! Even nostalgia isn\u2019t enough to drive up the prices.<\/p>\n<p>Still, maybe it\u2019ll take a few more years, you think, so you keep buying and adding to the collection even more.<\/p>\n<p>This is the sunk cost fallacy in action.<\/p>\n<p>Even though your collection became worthless and you knew it, it felt too late to turn back.<\/p>\n<p>You had put so much time and money into this collection that it was easier to think that it might be valuable someday than accept the reality, that that wasn\u2019t going to happen.<\/p>\n<p><strong>B2B salespeople<\/strong> can fall into the trap that is the sunk cost fallacy. When you <a class=\"\" href=\"https:\/\/www.engagebay.com\/blog\/lead-nurturing-strategies\/\">nurture a lead<\/a> from the very beginning, you certainly want to see them convert.<\/p>\n<p>That\u2019s why it\u2019s so frustrating and even heartbreaking when the lead stops responding.<\/p>\n<p>You don\u2019t want to start from square one, so you keep calling and <a class=\"\" href=\"https:\/\/www.engagebay.com\/blog\/best-times-send-emails\/\">sending emails<\/a><\/p>\n<p>In some cases, you may even reach out via social media. You even make a few great offers that usually only loyal customers get.<\/p>\n<p>You can waste time and energy for far too long on someone who\u2019s not worth either.<\/p>\n<p>That\u2019s why the general rule is to stop communication attempts after eight tries and no responses.<\/p>\n<p>You can someday return to this lead (more on this later), but for now, you\u2019ve got to let them go.<\/p>\n<p><a class=\"fasc-button fasc-size-medium fasc-type-flat fasc-rounded-medium ico-fa fasc-ico-before fa-arrow-circle-right\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/b2b-vs-b2c-marketing\/\">Read also: B2B vs B2C Marketing \u2014 8 Things You Didn\u2019t Know<\/a><\/p>\n<h3><span class=\"ez-toc-section\" id=\"8_Try_Challenger_Selling\"><\/span>8. Try Challenger Selling<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>If you haven\u2019t heard of <strong>Challenger selling<\/strong> yet, you will this year for certain.<\/p>\n<p>Brent Adamson and Matthew Dixon wrote a book called <em>The Challenger Sale <\/em>several years ago that\u2019s really catching on.<\/p>\n<p>In the book, Adamson and Dixon explain that salespeople have six personality types.<\/p>\n<p>Each personality type changes sales approaches. The Challenger is one such personality. These people have the following traits:<\/p>\n<ul>\n<li>They, of course, will challenge people to think differently about the way they\u2019re doing things. Is your lead\u2019s current approach really working for them?<\/li>\n<li>They study the lead thoroughly before reaching out to them.<\/li>\n<li>They\u2019re optimistic but sometimes controversial.<\/li>\n<li>They can debate a point incredibly well.<\/li>\n<\/ul>\n<p>Challengers are good people to have on your team.<\/p>\n<p>According to the book, when the salespeople of 90 companies were categorized by the personality types,<\/p>\n<p>Challengers had the most sales success. Whether you train people to implement some traits of the Challenger or you hire more salespeople with those traits, this shift in your sales team can be for the better.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"9_Try_Reaching_out_to_Old_Leads\"><\/span>9. Try Reaching out to Old Leads<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>If it\u2019s been a year or more, you still have a lead\u2019s contact information, and you believe it\u2019s accurate, then why not try contacting them?<\/p>\n<p>After all, the buying process is rarely the same from one year to another. Just take a look at this graphic to understand what we mean.<\/p>\n<p><img decoding=\"async\" class=\"aligncenter wp-image-3579 size-full\" src=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/buying-process-has-changed.png\" alt=\"what is b2b sales\" width=\"624\" height=\"358\" srcset=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/buying-process-has-changed.png 624w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/buying-process-has-changed-300x172.png 300w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/buying-process-has-changed-595xh.png 595w\" sizes=\"(max-width: 624px) 100vw, 624px\" \/><\/p>\n<p style=\"text-align: center;\"><em>Photo courtesy of <\/em><em>Albacross<\/em><\/p>\n<p>Perhaps whatever didn\u2019t quite work out a year or so ago with the lead would now be an effortless, streamlined process.<\/p>\n<p>The only way to find out is to try.<\/p>\n<p>Again, remember the sunk cost fallacy we just discussed.<\/p>\n<p>You can\u2019t waste too much time on unresponsive leads, be those brand-new or older ones. If it\u2019s been eight attempts and you hear nothing back, move on.<\/p>\n<p><a class=\"fasc-button fasc-size-medium fasc-type-flat fasc-rounded-medium ico-fa fasc-ico-before fa-arrow-circle-right\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/upselling-techniques\/\">Read also: Upselling Techniques: 10 Expert Secrets to Skyrocket Your Sales Performance<\/a><\/p>\n<h3><span class=\"ez-toc-section\" id=\"10_Become_an_Ambivert\"><\/span>10. Become an Ambivert<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Salespeople are generally known for their warm, inviting, outgoing personalities, emphasis on the outgoing. In short, they\u2019re extroverts.<\/p>\n<p>They can talk to just about anyone about anything without breaking a sweat.<\/p>\n<p>Introverts may have shied away from a career in sales for that very reason.<\/p>\n<p>These types of people find small talk difficult and may have anxiety juggling too many conversations at once.<\/p>\n<p>It turns out that introverts aren\u2019t best-suited for sales jobs. Neither are extroverts.<\/p>\n<p>The most successful salespeople are ambiverts.<\/p>\n<p>This is the best of both worlds. They can talk with people but won\u2019t chat your ear off. They\u2019re more introspective and can back off if need be.<\/p>\n<p>According to a Psychological Science report, salespeople who were classified as ambiverts tended to sell more compared to extroverts.<\/p>\n<p>Their revenue was 32 percent greater.<\/p>\n<p><img decoding=\"async\" class=\"aligncenter wp-image-3580 size-full\" src=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/extraversion.png\" alt=\"best sales techniques\" width=\"624\" height=\"264\" srcset=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/extraversion.png 624w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/extraversion-300x127.png 300w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2019\/02\/extraversion-595xh.png 595w\" sizes=\"(max-width: 624px) 100vw, 624px\" \/><\/p>\n<p style=\"text-align: center;\"><em>Photo courtesy of <\/em><em>SuperOffice<\/em><\/p>\n<h3><span class=\"ez-toc-section\" id=\"11_Align_with_Your_Marketing_Team\"><\/span>11. Align with Your Marketing Team<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Our final sales tip is to check in with your marketing team regularly.<\/p>\n<p>After all, you could be working hard and thinking you\u2019re doing well, but if there\u2019s a misalignment with your marketing team, that brings the whole company bottom line down.<\/p>\n<p>Misalignment is one of the biggest pain points for business.<\/p>\n<p>You must make sure your <strong><a class=\"\" href=\"https:\/\/www.engagebay.com\/blog\/crm-integration-unified-platform\/\">sales and marketing<\/a> <\/strong>teams have the same goals and are on the same page.<\/p>\n<p>Without frequent communication, it\u2019s possible for the marketing team to be working on the same job as the sales team without even knowing it.<\/p>\n<p><strong>EngageBay\u2019s <a href=\"https:\/\/www.engagebay.com\/crm\/b2b-crm\">B2B CRM<\/a> platform <\/strong>allows for more efficient <strong><a href=\"https:\/\/www.engagebay.com\/blog\/sales-and-marketing-alignment-infographic\/\">sales and marketing alignment<\/a><\/strong>.<\/p>\n<p>With a unified tool, it\u2019s easier for these two teams to track what the other is doing, and both work towards common goals within the sales process and converting customers.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"How_to_Overcome_Modern_Sales_Challenges\"><\/span>How to Overcome Modern Sales Challenges?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>From people hanging up the phone to never responding to your emails, being a sales professional isn\u2019t easy.<\/p>\n<p>If you\u2019re not as successful at sales as you wish you were, don\u2019t despair.<\/p>\n<p>What you might do instead is review past data to see if the selling techniques you\u2019re using aren\u2019t quite hitting the mark.<\/p>\n<p>If they\u2019re not, then why not replace what you\u2019re doing with any of the 11 tips we shared?<\/p>\n<p>That\u2019s a pretty good means of turning your situation around and start achieving more through focussed sales efforts!<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Conclusion\"><\/span>Conclusion<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Whether it\u2019s the dress code, body language, or the best sales techniques you want to focus on with your sales team this year, the above <strong>11 tips and selling techniques<\/strong> should help you achieve <strong>powerful sales goals<\/strong>. Good luck!<\/p>\n\r\n            <script>\r\n                var EhAPI = EhAPI || {}; \r\n                EhAPI.after_load = function() {\r\n                    EhAPI.set_account('ktb76s1540fl2hnhbqnrtd2npb', 'our');\r\n                    EhAPI.execute('rules');\r\n                };\r\n                (function(d, s, f) {\r\n                    var sc = document.createElement(s);\r\n                    sc.type = 'text\/javascript';\r\n                    sc.async = true;\r\n                    sc.src = f;\r\n                    var m = document.getElementsByTagName(s)[0];\r\n                    m.parentNode.insertBefore(sc, m);   \r\n                })(document, 'script', '\/\/d2p078bqz5urf7.cloudfront.net\/jsapi\/ehform.js');\r\n            <\/script>\r\n            <script>\r\n                function waitForEhForms() {\r\n                    const interval = 100; \/\/ Check every 100ms\r\n                    const checkAndLoad = () => {\r\n                        const params = new URLSearchParams(window.location.search);\r\n                        const elementorPreviewParam = params.get('elementor-preview');\r\n                        if (elementorPreviewParam && typeof EhForms !== 'undefined' && typeof EhForms.loadForms === 'function') {\r\n                            EhForms.loadForms();\r\n                            console.log('EhForms.loadForms() called successfully.');\r\n                        } else {\r\n                            setTimeout(checkAndLoad, interval);\r\n                        }\r\n                    };\r\n                    checkAndLoad();\r\n                }\r\n                \/\/ Call the function\r\n                waitForEhForms();\r\n            <\/script>\r\n        <div class='engage-hub-form-embed' id='eh_form_5161654467690496' data-id='5161654467690496'><\/div>\n<p>EngageBay is a comprehensive <a href=\"https:\/\/www.engagebay.com\/blog\/customer-lifecycle-management-clm\/\">Customer Lifecycle Management (CLM)<\/a> software for growing companies. CLM covers all aspects of customer management across <a href=\"https:\/\/www.engagebay.com\/products\/sales\">sales<\/a>, <a href=\"https:\/\/www.engagebay.com\/products\/marketing\">marketing<\/a>, and <a href=\"https:\/\/www.engagebay.com\/products\/customer-service\">support<\/a>.<\/p>\n<p>Check out EngageBay&#8217;s offerings &#8211; a powerful <a href=\"https:\/\/www.engagebay.com\/products\/crm\">CRM<\/a>, <a href=\"https:\/\/www.engagebay.com\/marketing\/marketing-automation\">Marketing Automation<\/a>, and Customer support software to grow your business.<\/p>\n<p>&lt;&lt;<a href=\"https:\/\/www.engagebay.com\/crm\/deal-management-software\">Prioritize, track, monitor and close deals like never before<\/a><\/p>\n<p>&lt;&lt;<a href=\"https:\/\/www.engagebay.com\/crm\/sales-management-software\">Sales management software to empower your sales team to close more deals<\/a><\/p>\n<p>&lt;&lt;<a href=\"https:\/\/www.engagebay.com\/crm\/sales-tracking-software\">Track and manage your sales for maximum conversions<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Now we have entered 2023, what is your company doing to meet its B2B sales goals? The midpoint of the [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":9856,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"default","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[158],"tags":[180,157,136],"class_list":["post-3577","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales","tag-b2b","tag-b2b-sales-techniques","tag-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v21.3 (Yoast SEO v25.3.1) - 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