April 23, 2024

Tips to Increase Sales and Build Your Business

By Paul Daniels

These are four of the 10 sales prospecting statistics for 2024 from an article on LinkedIn’s business-to-business (B2B) sales strategies blog. Effective sales and marketing strategies need to change with the times. Things that worked even last year may become obsolete.

Here are some facts to help you engage clients and build your business.

Personalized email subject lines increase open rates by 42%.

Source: HubSpot

Video prospecting is 10 times more likely to elicit a response from a prospect than text-based outreach.

Source: Vidyard

  • Tip: Don’t overcomplicate it. You don’t need a professional studio setup. A short, personalized video shot on your smartphone can be effective. Keep it genuine and to the point.

Eighty percent of B2B buyers want to engage with sales reps who act as trusted advisors and provide insights into their industry.

Source: Salesforce State of Sales

  • Key Takeaway: The role of a salesperson is shifting from being a mere seller to becoming a trusted consultant. Buyers expect you to bring unique insights to the table.
  • Tip: Invest time in understanding your prospect’s industry and pain points. Share relevant research, case studies or success stories demonstrating your expertise. This is something I have always stressed with our salespeople. They don’t necessarily need to know all the technical details of their products, but they do need to understand and be able to explain application information on their products. You can prove your products with testing information and engineering reports. Helping your customers select the correct product for the job is being part of the team and showing your value. You want to earn the reputation that you are the first company or salesperson they call when selecting the right product for the job in your specialty.

Ninety-two percent of sales reps give up after the fourth follow-up, but 80% of prospects say no four times before saying yes.

Source: InsideSales

  • Key Takeaway: Persistence pays off in sales prospecting. Many reps give up too soon, missing out on potential opportunities.
  • Tip: Create a well-thought-out follow-up strategy that spans multiple touchpoints and adds value at each step. Don’t be discouraged by initial rejections; they might be part of the process. This goes hand in hand with proving your value to your customers. It may take several sales calls and the right project to show your customer your value. Once you break through with a customer and achieve a successful transaction, you will have a loyal customer for years.