How to Master B2B Growth using Digital Selling Techniques
Learn what to do next when it comes to writing more business. Don't forget to pass it on!
Summary
In this article and video, we discuss the salesXchange approach and how to make selling easier for B2B salespeople, including oursleves, working with clients and transforming their businesses into Digital Selling operations.
This is the fourth and final part in this series. If you have not watched the previous videos, here are their links:
- Part 1 - B2B Consulting to Help Scale Your Business via Digital Selling
- Part 2 - How to Increase B2B Sales: Digital Selling That Works
- Part 3 - How to organise marketing teams to win more business
Table of Contents
- How to Make Selling Easier for B2B Salespeople
- The Discovery Process
- Two Types of Businesses
- The Proposal Document
- The Social 444 Strategy and Live Streaming
- Pricing and Project Management
- Moving Forward
- Key Takeaways
- FAQs
- Conclusion
1. How to Make Selling Easier for B2B Salespeople
Welcome to our guide on how salesXchange works with clients to adapt and change their long-term marketing strategy. This article provides insights into the discovery process, proposal document, and how the company helps clients transform their businesses into digital selling operations. Whilst this explains how we work, it is also to be viewed as our recommendation to you to help and advise your business to dopt the same approach and processes. Where would we be if we didn't practice what we preach!
Every business in the world wants to make selling easier for B2B salespeople and the essential part digital selling is about making it easier for customers to buy. There's no point investing in content from video to live streaming and podcasts to then present 'firewall' that stops your prospects from being able to continue and follow through and easily buy from you.
The only way we can make selling easier for B2B salespeople is by showing you a method of making it easier for prospects to buy from you. The less friction in their experince the more sales your company will make. Don't forget, when decision makers say no, they're still making a positive decision for them and their respective companies, it just happens to not be the decision you want!
The main reason for a negative decision is because they buyer was not satisfied with the argument, recommendation, information, presentation, documentation, well, you name it. They were not sufficiently sold on the benefits of the product or your organisation.
The only way to reduce this unfortunate outcome is to provide the best cutomer experience that, when complete, makes it easer for the to buy from you, hence making selling easier for salespeople.
The most logical way to show you the simplest way to approach this subject is to show you how we've done it. Making it easy to buy is the pinnacle of every website, if it wasn't, we wouldn't all have them!
Our process starts with a discovery phase, where we learn about your current physical and digital marketing assets, customers, and future aspirations.
2. The Discovery Process
The discovery process involves understanding as much about your business possible. We (salesXchange) assess your website, sales and marketing assets, customer base, target verticals, and future aspirations. This information helps us to create a tailored proposal for you. We also use the documentation mentioned on the Go Live Page as well as our fully comprehensive twenty-five section excel spreadsheet that calculates everything for us from the cost per section and segment to the overall time required to deliver what we recommend.
3. Two Types of Businesses
salesXchange works with businesses who have limited marketing assets and those with a vast amount of content. Regardless of the amount of information available, the company aims to improve the results the client is getting. The key for any B2B is to ensure you're getting your content indexed and subsequently ranked on Google. Once we're succeeding at that, then we can get to work on adapting, editing, creating and promoting content to your preferred vertical markets.
4. The Proposal Document
After evaluating your assets and aspirations, salesXchange compiles a document and presentation schedule that includes the following components:
- About Us page (We start here as it's the most popular page on any website!)
- Questions for Article SEO and Exposure
- Content information (Primary, Secondary, and General)
- Product pages (graphics, information, text, and video)
- Adverts
- Social 444 strategy
- Live Streaming
- How to Buy page
It is important you visit the Go Live page as we have mapped out every stage and corresponding supporting document, video, live show or article to help you evaluate what we're saying with all the necessary information prior to you needing to talk to us. Once you have satisfied yourself with researching our content, we hope you will be compelled to contact us :)
5. The Social 444 Strategy and Live Streaming
The Social 444 strategy involves presenting and communicating the client's message through social media advertising. Live Streaming is also incorporated into the marketing plan, replacing cold calling and engaging the audience in real-time. Visit the page or download the Social 444 PDF here to read later.
6. Pricing and Project Management
The salesXchange Discovery service costs £2,700, including VAT, for a single UK office. If the client has multiple offices, the price will be adjusted accordingly. The company handles project management, ensuring high-quality standards and effective communication with contractors and staff.
As you can see on our Go Live page, there are multipe documents that serve to explain and present our operational approach to supporting you and your staff throughout the digital selling transformation process.
7. Moving Forward
To take the next step, I can't stress enough how important it is for you to explore the salesXchange website and once you're happy, book a call to have a chat about your business. We're committed to helping transform your business into a successful digital selling operation and know it does not help taking a hard and fast approach.
We're not interested in the 'close' as it is something only you are in control of. All we can do is provide you with all the answers we can, both online and whenever you ask.
We recommend a face-to-face, either literally or online/video, with just you or your whole board of directors to enable everyone to 'quick-fire' any question they may have to alay any fears or to simply allow them, to give me (Nigel Maine), a complete grilling! If we can't perform under fire it means we're not fit to be engaged to change your digital selling environment. I hope you agree!
8. Key Takeaways
- salesXchange works closely with clients to understand their assets, customer base, and future aspirations.
- The discovery process helps the company create a tailored proposal for each client.
- The Social 444 strategy and live streaming are key components of the marketing plan.
- The salesXchange Discovery service costs £2,700 inc VAT, for a single UK office.
- Booking a call with salesXchange is the first step in transforming your business into a digital selling operation.
9. FAQs
Q: What is the discovery process?
A: The discovery process is salesXchange's method of understanding the client's current assets, customers, and aspirations to create a tailored marketing proposal.
Q: What is the Social 444 strategy?
A: The Social 444 strategy involves using social media advertising to communicate the client's message and engage with their audience.
Q: How much does the salesXchange Discovery service cost?
A: The Discovery service costs £2,700, including VAT
, for a single UK office. If the client has multiple offices, the price will be adjusted accordingly.
Q: How does salesXchange incorporate live streaming into the marketing plan?
A: salesXchange integrates live streaming to replace cold calling, allowing the client to engage with their audience in real-time and establish a more personal connection.
Q: How can I move forward with salesXchange?
A: Visit the salesXchange website and book a call to discuss your needs further. The company is committed to helping businesses transform into successful digital selling operations.
10. Conclusion
salesXchange offers a comprehensive approach to transform your business into a digital selling operation. Their discovery process allows them to create a tailored proposal, including the Social 444 strategy and live streaming. With a focus on client collaboration and project management, salesXchange is an ideal choice for businesses looking to improve their marketing results. To start your journey, book a call with the company and discuss your needs further.
Go to our Digital Selling pages to see how you can change the way you work and scale up your business.
Author
The author and founder of salesXchange, Nigel Maine is a B2B marketing and sales expert with a proven track record in scaling up growth for Technology, SaaS, and Professional Services organisations. With 30 years hands-on experience and unique approach, Nigel has developed an effective strategy that dramatically increases exposure and profitability for B2B organizations.
Nigel has founded multiple start-ups, is a published author, public speaker and hosts both a podcast and business live streaming show, broadcast on LinkedIn Live, YouTube & Facebook. He also has extensive knowledge of MarTech software, creative hardware and software, and A.I. prompting tools. Contact: 0800 970 9751 or email
Transcript
Thank you for joining me. I hope you enjoyed the previous videos regarding digital selling. The point of this video is to explain a bit about how we would approach working with you. And this is, as we've talked about before, our How to Buy video.
In terms of working with you, we have a process called discovery, which is fairly self-explanatory. We need to understand and discover as much about you as possible in order to provide you with a document a proposal document that explains how we would adapt and change your long term marketing strategy.
For us, there are two types of businesses. one type of business has limited information, limited marketing assets, and another type would have a great deal of content and assets. However, with both types of businesses, the results that you're getting, we have to say are not what you expect or not what you want, which is why you're watching this in the first place
So what do we do? Well, the first thing is we assess everything that you've got. That's your website, your assets, everything digital, anything, any piece of content that you have at the moment. Once we've understood and learned and gleaned what we can from that, we also need to look at and understand who your customers are, who you want your customers to be, which verticals you're going for. And I suppose for both our sakes, it's for us to understand where you want to go as a company in the future, what your aspirations are and what your plans are.
Once we've evaluated everything, we compile a document and a presentation schedule that relates to the About Us page, How to Buy page, Product pages, which includes the graphics, information and text and video, then we've got the Content information.
The Primary, Secondary, product - Primary, Secondary and General information that relates to your blog and the information that you want to impart and teach your customers. And the two kind of final parts are the the adverts.
Presenting and communicating your message, which is our Social 444 strategy. And finally, the livestreaming, which is to replace cold calling. So once all of that has been compiled and put together, we'll then present it to you and your board of directors or SMT, whether you'd like us to do that just by emailing the information to you or if you'd prefer me to present direct to everybody. And that way, you can quick fire any questions at me and get them answered there and then. Now, the costs that we put forward for Discovery are specifically related to working in the UK.
So that's a typical single business, single office type operation in the UK, and that's who we would work with. If you have multiple offices, multiple locations that need to have input to this. Then we would reprice accordingly. The cost to do discovery.
The salesXchange Discovery would be £2,700, including VAT, and would take about three days. But as I said, if you've got more offices and more people who need to input into this and it takes longer, then we'd recalculate accordingly. But that's it. That's that's how we would start the ball rolling. We provide the Discovery document. And from that, you could make a decision to say yes, get on with it or however you want to move forward. We project manage everything. Because we have, I would say, a very good grasp of of everything that's required, It puts us in an ideal position to be able to direct everything and not just explain it, but ensure any contractors that might be involved.
They report to us, we tell them what to do because we're the ones that are telling them that it must come up to our standards. If you have staff that you want us to work with, of course, then we'll impart whatever necessary information needs to be to those members of staff to bring them into this environment of transforming your business to a digital selling operation. And that it, nothing much more to say, except if you'd like to take this to the next stage.
All you have to do is go on to our website and there are multiple buttons at the bottom of a number of pages that say Book a Call. Book a call to suit your time, let's have a chat, whether it's on Zoom or Teams, and we can take it from there. So that's all from me for now. Thanks for watching. Thanks for sticking with us throughout these four main major videos.
And I look forward to speaking in the near future, bye for now.
