November and December are retail’s time to shine. In the B2B world, not so much. Don’t give up, because it’s the perfect time to brainstorm new ways to enhance B2B sales and prepare to crush it in Q1.
If you can afford to take off a few weeks during the season to relax and hang out with family, go for it! Just know that it’s not a waste of time to put in some extra effort at work, even if business is slow. Here are some places you can focus your efforts and reap the benefits into next year.
5 Ways to Enhance B2B Sales In Slow Season
1 – Sales Training
The end of the year is one of the best times to refresh your sales team’s training. There are several ways to go about this.
One is to have them go through onboarding training materials again. Seeing that old material after gaining experience can deepen their knowledge. It can also provide a new perspective. For example, the onboarding material can help reps recognize daily habits they’ve formed that don’t align with policies or best practices.
2 – Sales Process Enhancement
You know all those little things that came up during the busy season that you didn’t have time to fix? Now that they’re out of sight, they may be out of mind as well. Fixing those hiccups is one of the most efficient ways to enhance B2B sales. And this is the perfect time to do it!
Most likely, you haven’t fixed them already because they need some extra effort to work out. Depending upon the complexity, you may want to engage other team members and make a list of bottlenecks in your process. Come up with a solution for each one. Then, split up the tasks so that everyone does their part to ensure implementation. Assign deadlines that will arrive before business picks up again, and remember to verify completion.
3 – Updating Sales Presentations
Are you tired of going over the same old case studies in your sales meetings? Are your PowerPoints outdated? Of the various ways to enhance B2B sales, putting some extra effort into your presentation is a good idea.
Some of your reps probably have a creative side. Here is their chance to contribute something exciting and new to the company.
4 – Planning & Brainstorm Sessions for Ways to Enhance B2B Sales
At small companies, planning and strategic sessions can fall by the wayside. On the flip side, companies that need to grow sales can spend too much time planning instead of selling.
If most of your prospects are waiting for January to do something new, planning can finally take a front seat. You can assess the year’s results. Write down what worked and what didn’t. Dig into the reasons why. Retarget as needed.
You can conduct research that will help you to solidify your structure into the next fiscal year. Some small business have never created a business plan, and if that’s the case for you, make one now if you can. The process of creating your business plan will be instrumental in fine-tuning your goals. If your business plan is more than a few years old read it to see if you’re still on track with your original vision. Revise it if needed.
5- Conducting Surveys & Asking for Feedback
Besides receiving your holiday cards, your clients might appreciate you asking how you’ve been doing for them. You can send out a survey asking them to rate your performance, what you’re doing great, and what you could do better.
You can apply the feedback you receive in your training, process, and presentation projects. It will mean so much more when the improvements you make for next year directly satisfy your customers’ needs!
Last Thoughts on Ways to Enhance B2B Sales
So much has happened this year. We have all learned a lot. I dare to say to we are not only going into a new year but also a new era. B2C sales have morphed within the blink of an eye. The B2B world is taking a bit longer to transition. As companies look at ways to enhance B2B sales, they should ask if they’re positioned for effective selling in today’s climate.
The suggestions we’ve made in this article should point you in that direction. We want to see you have an enjoyable, productive holiday season, and also a wonderful new year!