More Sales Tips for 2023!
The last few years have been particularly difficult in the business world. Between Covid-19 and market tensions caused by the conflict in Ukraine, companies have had to adapt, and business development methods have also evolved.
As the new year begins, how can you reorganise your business development activities to help your business grow in 2023.
In this blog post, we are going to reveal 5 Sales Tips to start the year off right.
Table of Contents
Focus on lead generation
While market tensions make it more challenging for businesses to grow, it also represents a long-term opportunity for those that know how to adapt.
Costs are rising, increasing lead times and supply difficulties will naturally force buyers to review their purchasing strategy and open up to new options. Companies that told you in the past that they already have a business partner for your products or services may well reconsider your offer.
In 2023, adapting your approach to the economic context of your industry and continuing to offer your products and services relentlessly will help you win new accounts.
Don’t forget your existing customers
In an increasingly aggressive competitive environment, customer retention is of course essential for a company.
For the same reasons mentioned above, be sure to maintain contact with your existing customers and be proactive about their needs and worries.
Prioritise a multi-level contact approach to also avoid being overwhelmed by internal job changes that could put your business at risk of being forgotten:
- Video and ideally physical meetings
- Regular telephone conversations
Challenges are also a great opportunity to get closer to your customers:
Don’t make the mistake of not talking to your customers so you don’t have to discuss issues. Good relationships are often forged in difficulty. Show your customers that you care about them and their problems and your customers will be loyal to you.
Use a CRM system
It may seem obvious to some, but in 2022 many SMEs had no customer relationship strategy and no tools to help them.
Once again, the competitive environment leaves you no room for error in business development. Forgetting to follow up on an opportunity with a client could well make you to lose the opportunity to a competitor.
Many systems are available in the market with many features and at all kinds of prices.
The most popular systems are:
- Salesforce CRM.
- GRC Zendesk.
- HubSpot CRM.
- Oracle NetSuite.
- Zoho CRM.
More CRM systems here.
Develop a marketing plan
Whatever the nature of your products or services, you need to have a marketing strategy to give your customers a chance to find you.
Marketing, like sales, is often a medium to long-term activity. Your investments today will attract your customers tomorrow.
Of course, any investment must be carefully considered, and expectations must be clearly identified.
What tools do you have at your disposal? Website, social networks, publication etc. Make a list of all the tools you need to incorporate into your marketing plan
What is the performance of these tools? Do you have historical data on the performance of your tools (number of visits, conversion rate, costs) – these indicators will allow you to invest in the best performing tools initially in terms of ROI (return on investment). If you don’t have measurements available, do your research and then experiment.
A specialised marketing agency can certainly help you as they will have more experience.
Hire a business development agency
Consistency is essential to business development and skilled resources are often hard to find, expensive and volatile.
Working with a business development agency will allow you to create one or more necessary activities (like lead generation or appointment scheduling) to free up time for your most skilled resources.
Reexia is a business development agency specialising in B2B development. We’ve helped dozens of businesses in 2022 across many industries and we’d love to help you in 2023! Do not hesitate to contact us.