The SIP trunking industry is poised to explode, growing at a rate of 18.6% in the last year alone. Now is a great time to become a SIP reseller to cash in on the trend.
Selling SIP trunking can be trying, especially if you want to increase your B2B sales. It’s a long sales process, but the financial rewards can be great. The reality is that to be successful, you need to master B2B sales.
Do you want to know how you can get better at selling SIP trunking? Read these B2B sales tips to find out.
1. Organization Rules
The best salespeople have a system and method for keeping track of leads and where each lead is at in the buying cycle. Early on in your reselling work, you may be able to keep the leads straight in your head because you only have a few leads.
As the number of leads grows, you’re going to need to implement a system to keep track of everything. A CRM will serve as your database of leads. You’ll also be able to easily tell where they are in the sales process, and how qualified they are.
That level of scoring can help you focus your time on the most qualified leads and schedule regular follow-ups with leads that aren’t ready right now.
CRM systems often have mobile apps, which gives you valuable information while you’re on the road visiting potential clients.
SIP trunking sales at large organizations involves a number of stakeholders. You want to know who all of them are at each organization, as they’re likely to be involved in decision-making.
Entering all of these stakeholders and understanding what’s important to each one allows you to tailor your communications to speak to the needs of each person.
2. Follow-up More Than Once
Do you know what the biggest mistake salespeople make in B2B sales? They don’t follow-up with leads. About 80% of sales happen after the 5th follow-up call, while 44% of salespeople follow-up only once.
Successful B2B sales requires persistence. You have to believe that people want to migrate to SIP trunking, there’s something getting in the way. A good tactic is to find out what the main objective is and help the customer overcome it.
3. Focus on Relationships and Helping People
The more you can give, the more you can get. Have you heard that before? It’s actually true in B2B sales. When you offer to help prospects and follow-through on that offer, they come to trust you and eventually do business with you.
There are dozens of ways you can help people. You can make an introduction, write an insightful blog post, or refer business their way.
Too many people see sales and relationships as transactional. They focus on the sale, getting paid, and moving on to the next sale.
Sales have changed to the point where those who focus on building relationships win. Even when people move on to new jobs, they’ll remember you. They will be able to open the doors for you at their new company.
4. Use Content Marketing and LinkedIn for Leads
Do you rely on cold calls for the bulk of your sales? You know that it’s a pure numbers game. It takes about 15 dials to get a hold of a prospect. You then have a 1-3% chance of getting an appointment.
You may like dialing for dollars, but that can wear you down day after day. You’ll need to find other ways to get in front of prospects that can become leads.
You can get into content marketing and utilize LinkedIn for prospecting. These are two tools that you can use together to generate interest in your SIP reselling business.
For example, you can use LinkedIn to show your expertise and connect with decision-makers at target companies.
Content marketing is the art and science of creating and distributing content with a specific purpose and audience. About 91% of B2B organizations use content marketing to generate new business. Many have reported an increase in sales and leads while decreasing the cost of customer acquisition.
5. Ask for Referrals
This is another mistake that salespeople make. They don’t ask for referrals. That’s an easy way to get your foot in the door at other organizations that may seem impossible to reach.
There’s a good chance that at least one of your customers has a long career history. They may have moved between different organizations within the same industry. They are likely to have a lot of connections at several companies.
Before you start asking for referrals, think about why someone would refer their contacts to you. This is why developing relationships is key to your sales success. People aren’t going to refer business to salespeople who are transactional.
However, if you’ve gone out of your way to be helpful and solve problems, you’re much more likely to get at least one referral.
6. Always Look for Ways to Improve
As a SIP reseller, you’re really an entrepreneur. You’re building your own business. The most successful leaders all find ways to constantly evolve and improve.
You can do the same with your SIP reselling career. Do you see areas in your work where you can improve? Maybe you can learn to delegate, or you can learn more about being a better closer.
Find areas where you can improve and schedule at least 30 minutes a day to reading and learning about these areas.
B2B Sales Tips for Successful SIP Resellers
B2B sales take patience. There are things that you can do to become a top SIP reseller.
You need to have great systems in place and focus on relationships. Success happens when you do the little things well, like following up and asking for referrals
Do you want to learn more about becoming a successful SIP reseller? Contact us for more information.
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SIPTRUNK is the ideal SIP trunking provider for agents, dealers, VARs, manufacturers, distributors, master agents, and IT consultants looking to build a monthly recurring revenue stream selling SIP trunks.