Tips for B2B sales to close more deals at the end of the year

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Business-to-consumer (B2C) brands have an edge when it comes to growing sales at the end of the year – people expect great B2C deals and are ready to buy in the final weeks of the year. Traditionally, this has not been the case with business-to-business (B2B) brands, but you can change the cycle of your B2B sales with the right strategies and tactics.

Here are five B2B sales tips that will help you get noticed for all the right reasons, stand out from your competitors, and get more deals at the end of the year.

1. Increase the reach of B2B sales

Don’t listen to the myths that nobody is in the office in December and nobody makes big purchases in the last few weeks of the year. The reality is that a lot of people would work or their businesses would go under.

Additionally, many of your target buyers still have budget dollars left to spend before December 31st, or they will lose that money. You can be the brand to spend that money on as you increase your B2B sales reach in December.

Specifically, you should report back by phone, email, SMS, social media, and direct mail. The goal is to stay in your memory throughout December and lead you into the New Year. Even if someone isn’t ready to buy before the end of the year, they could buy in January. You could lose that sale if you haven’t been in B2B sales for the whole of December!

Find out more here: B2B sales tactics for the cannabis industry that work

2. Use social media

Promoting cannabis and cannabis-related brands is nearly impossible on the most popular social media platforms like Facebook and Instagram, but social selling should still be part of your year-end sales strategy.

Research shows that 73% of salespeople who use social selling as part of their sales process not only outperform their sales colleagues, but their sales quotas are 23% more likely to exceed their sales quotas.

The key to using social media to do more deals by the end of the year is using platforms for what they intended – connecting, entertaining, sharing, and sharing. In other words, don’t just advertise on social media or you’ll get lost in the clutter of December sales content. Instead, publish timely, useful, and relevant content that will keep your brand in mind and generate interest that leads to sales.

Find out more here: Social media sales tactics for B2B audiences in the cannabis industry

3. Use B2B sales tools

If you have the right B2B sales tools in place, you can get more sales in the last few weeks and days of the year. For example, you can use social media listening tools like SproutSocial or Hootsuite to keep an eye on relevant conversations and get involved! People look for solutions to problems. So be proactive and offer your solution before your competitors do.

Likewise, you need a customer relationship management (CRM) tool and an email marketing tool to connect with the right sales leads at the right time. Use the data in your CRM to reach prospects with personalized messages and offers instead of generic campaigns. One-size-fits-all won’t work when you’re trying to create a year-end link that results in a closed sale.

If your potential audience includes cannabis and hemp licensees in the US, Canada, and international markets, then the Cannabiz Media License Database is the only sales and marketing tool you need. With around 70,000 verified leads already included in the license database and integrated CRM and email marketing tools, you can start your sales work right away.

Find out more here: B2B sales tools for sale to cannabis licensees

4. Spread the word about sales promotions

At the end of the year, people expect promotions, discounts and special offers. Both B2C and B2B audiences are looking for the best deals, so don’t let them down. Offer time-sensitive offers and take advantage of your fear of missing out on the best possible prices. Most importantly, make sure that all of your branded offers expire on a date that gives you ample time to close the deal and apply sales to the current year.

Popular year-end sales promotions known to work for B2B brands include Buy-One-Get-One (BOGO) and Buy-One-Get-One-Half-Off deals. Large percentage discounts and discounts on bundled products or services attract attention even in the last few weeks of the year.

Remember to remind potential customers of your sales promotions several times. It’s easy for your messages to be forgotten or lost in the clutter during the holiday season!

Find out more here: Christmas promotions to help you meet your year-end sales targets

5. Offer flexible terms of sale

Be flexible with your terms of sale and payment in order to convince potential customers who are unsure whether they are ready to buy before the new year.

Often times, B2B buyers have budget dollars left to spend or they lose that money – and may not get it back the following year. However, you probably want to use this money as effectively as possible. Make sure they understand that your offer is one they don’t want to miss, with terms of sale and payment to help you close deals faster.

For example, you can offer a split payment so they can use the money they have now (so you get some sales this year) and pay the rest later (so you get more sales next year). Design terms that will help both you and the customer meet your goals and make them more likely to buy before the end of the year.

Key insights into year-end B2B sales tips

Sales outreach, social selling, sales tools, promotions and flexible terms can bring your company more B2B sales at the end of the year. Ignore the December B2B sales myths and start engaging with more of your prospects today!

Ready to Make More Sales With Cannabis License Holders? Schedule a demo of the Cannabiz Media License Database and learn how you can use it to meet your sales and marketing goals.