B2B selling is inherently challenging, and closing deals can often feel even tougher, but today we will discuss closing success in b2b sales. In fact, I’ve yet to encounter a product or service that boasts a 100% sales conversion rate or operates in a market with zero competition.
While closing business is never easy, there are several strategies you can implement to increase your closing percentage. Even a modest improvement of just 5-10% can make a significant impact, especially when multiplied across your entire sales pipeline.
Here are some proven tips to help you boost your sales closing success:
1. Allocate Sufficient Time for Selling and Closing
Don’t run out of cash, patience, or time before a deal is closed. For startups, this is especially critical. We often see new companies wait too long to begin active sales efforts, mistakenly believing six months is enough to generate a sustainable pipeline. In reality, be prepared for a timeline of 12 to 18 months to build a reliable sales funnel and close meaningful deals. Read more on this here: Sales Process for B2B.
2. Focus on Consistent Activities
Success in sales is largely a numbers game. Consistent outreach — calls, emails, InMails, social selling, meetings — all contribute toward your goal. Remember, every “no” is just one step closer to a “yes.”
3. Incorporate Quantitative Results and Stories
People trust stories backed by data. Including concrete results and real customer success stories in your messaging builds credibility, as prospects feel reassured knowing others have made similar decisions and benefited from your solution.
4. Practice Persistence
Statistics show that it generally takes 8 to 13 touches to close a deal. Stay persistent, and don’t be discouraged by initial rejections.
5. Understand Your Customer’s Buying Process
Be aware of your prospect’s procurement cycle, budget constraints, and decision-making influencers. Is this an operational expenditure (OPEX) within their immediate budget, or a larger capital expenditure (CAPEX) requiring multiple approvals? Recognize who influences the decision and find ways to persuade each stakeholder.
6. Broaden and Deepen Your Relationships
Relying on a single contact is risky, especially given the high employee mobility and organizational changes occurring today. Building relationships with multiple stakeholders — including those who sign the cheques, influence the purchase, and will use your product — reduces risk and increases your chances of closing the deal.
7. Use a Sales CRM
A professional sales CRM (Customer Relationship Management system) is essential for managing B2B sales effectively. It helps track activities, monitor progress, and provides real-time analysis of your sales funnel. Learn more about your CRM options here: CRM Options.
Ready to Boost Your B2B Sales Closing Rate?
Implementing these proven strategies can help you close more deals and grow your business faster. Take a critical look at your current sales process, ensure you’re allocating enough time, practicing persistence, and leveraging the right tools — like a CRM — to stay organized and focused.
If you’re looking for personalized guidance or want to evaluate how your sales approach compares, we’re here to help. Reach out (https://vapartners.ca/) today to discuss how we can support your team in closing more deals and achieving your growth goals.
Contact us now and start turning more prospects into customers!
