In the area of B2B sales strategies, there are numerous approaches that differ depending on the target group, product and market situation. Proven strategies include
- Account-Based Marketing (ABM): This highly focussed strategy aligns marketing and sales activities specifically to selected key accounts. ABM aims to develop customised campaigns that address the specific needs and challenges of individual key accounts or customer segments.
- Value-Based Selling: Here, the value that a product or service generates for the customer is at the centre of the sales strategy. Sales staff focus on emphasising the potential ROI (return on investment) of their solutions and how they can contribute to achieving the customer’s business objectives.
- Solution selling: This strategy emphasises the importance of understanding customer problems and developing customised solutions to solve them. It is about acting as a consultant who delves deep into the customer’s specific challenges in order to offer customised solutions.
