Selling business to business is an essential part of growth & success as a retailer. The best sales plans can bring retailer and suppliers together for profitable relationships, ideally these will grow with time and prospects would come in through lead generation funnel.

Organizations that work in brining the best options to their sales plan and working on their software do thrive. Some business do outsourcing and employ business tools, while others internally build a skilled team.

Here's a few tips towards building a strong sales plan and working by stages.

Getting B2B sales plan right

The best B2B plans allow for a stronger lead generation funnel, which is all about funnelling prospective clients into your ventures by turning them from someone randomly aware of your work, all the way to converting them to a paying client.

Typically there are few stages whole creating a sales model. Some low level ventures benefit from a basic self-service model that allows lead generation funnel. Then, there are more involved transactional models with greater adaptability and communication. Funnally, there are high-end enterprise models with bigger needs and huge investments, which can benefit more with the help of outsourced business development teams.

In either process, the plans needs to be customer centric with clearly defined goals and steps. They also need to be replicable for repeated success with new prospects, but also adapatable enough not to be restrictive. If you are keen to go it alone and let your sales team build the experience across the full process, we have listed few crucial steps to deal with. Read on..


The first step with this new B2B sales plan is to find ideal buyers through researching and prospecting. The prospects are out there somewhere and its upto your sales team to locate them. Look up at various options to see whose brand and demographics line up for the best match. Look around the social media, company websites, google reviews and more.

Ventures that do their homework on upcoming retailers understand their ethos, and more likely to succeed. They aren't less likely to say anything offensive or suggest a sense of ignorance or apathy. Try to find out where they are in their current sales funnel already. Find out if they have a strong connection with someone, or ready to be stolen away.

A skilled team can put together an ideal customer profile, to help narrow down the best prospect. Prospecting matters a lot in sales, and they need to have the right outlook to narrow down on best prospects, who value your time and efforts. Make sure your prospect really has a strong desire to get the job done, and more importantly has a budget! The clearer the focus is, its easy to streamline the process as you start prospecting.

Once you have the right prospect, the tricky part is to make the connect. How do you get in touch, and get the ball rolling? Plently of options today to find what works best for a team. Here's few tips..,

  • Email Marketing
  • Networking in live events
  • Direct messages in social media
  • Purchase lists
  • Cold calling
  • Refferals

Building relationships

Once you have accessed the needs of clients, you start off by building a relationship, which is more about determining the needs and goals. It isn't simply about finding someone who you can sell your product to, but also providing a solution for a company and showcasing your company's potential.

Goals, plans challenges & timing

Ask, what's the prospect out to acheive with their business and new partnerships? Ask, what plan do they currently have in place to reach that aim? Ask, what problems they are currently facing that limits the goal? What is the budget? Ask, what's their time frame.,

It's always better to be more financially focussed with questions about the budget, the authorithy within the company to proceed, and the needs of the business, plus their timelines. Finding what makes more sense is the top order priority of any inside sales executive. Ask the right questions, and make sure to document their responses to work with. The prospecting phase ideally means asking a lot of questions! These should be open-ended questions and should encourage ventures to open up about their needs and situations rather than simple yes/no questions.

  • What problems does the company have with their providers
  • What do they wish was different?
  • What are they in the long term?

Make sure to really listen and engage, and make them feel heard and appreciated.


The last part is about pitching your prospect with realistic expectations. Earn your trust, and pitch your product/service. Fully appreciate what problems/issues they are dealing with, and offer them solutions how you can save their day.

Talk to them about their short comings and show them you understand. Find some area of common ground, and build them into a pitch to show your service is superior than your competitors, without being heavy-handed and 'salesy'.