From the Summit: At SalesSherpaGPS.com we know the value of creating sales acceleration. For most retailers that participate in B2C (Business to Consumer) transactions, the marketing, advertising, and ensuing sales that take place during Black Friday and Cyber Monday can be upwards of 70% of a company’s sales for the entire year. But with all the pressure focused on this time period for B2C transactions, what sales strategies can be implemented into B2B (Business to Business) marketing, advertising and sales activities? In this post we’ll explore the topic of where’s your sales acceleration outside Black Friday/Cyber Monday through New Years… Enjoy!
Black Friday and Cyber Monday: A Marketers Dream Come True
Did you know who introduced the online Black Friday sales concept? This was Takealot’s idea. Black Friday sales are from the 24th to 28th of November and Cyber Monday is traditionally the first Monday following the Thanksgiving Holiday weekend. Both Black Friday and Cyber Monday offer exceptionally lower prices to attract the customer attention. Both sales days show amazing offers which are irresistible for most consumers to pass up (Besides, there is the upcoming Holiday Season for which to purchase gifts anyway, so why not take advantage of a great sale or two!) This only happens once a year, which is why it becomes a hot topic and gains the attention of customers.
Sales Acceleration Strategies at Play during Black Friday and Cyber Monday
Sales acceleration during Black Friday and Cyber Monday create a large quantity of sales. For example, Zando is SA’s biggest online fashion retail store and it traditionally shows a sales acceleration of up to 40%-50% during this time period. It is much more difficult to deal with Black Friday and Cyber Monday sales at online stores. The online retailers need to create a specific sales acceleration strategy. There is a lot to handle structurally during Black Friday and Cyber Monday sales. Examples of sales strategies to employ include preventing overcrowding, avoiding system crashes and making sure that the orders do not get lost in the cyberspace. This is all part of the sales acceleration game.
In case of any disruption at Takealot and Zandos, both offer several methods of payment. Electronic funds transfer and cash on delivery are the most commonly used methods. Managing a Black Friday and Cyber Monday sale successfully means that your sales leadership is on point and directing your sales acceleration strategy in the right direction.
Why is there No Black Friday or Cyber Monday for B2B Sales?
In the times of today gaining B2B lead generation is quite a task. There are so many platforms over social media from where leads can be generated, but it’s a race these days. The best thing one can do for a B2B lead generator is to not let go of anonymous visitors on your website without any engagement. It is said that a potential buyer is already 57% in the process of buying before they formally buy. However, during this “research” phase a potential buyer will require 6-10 pieces of information in order to be in “Buy” or “Don’t Buy” mode.
Company’s work on increasing their email lists for primary B2B lead generation. Initiatives to work with landing pages, social media accounts, and other analytics also can be implemented. These are all different ways of capturing more leads. But now you must know how Black Friday and Cyber Monday effects the overall sales acceleration and what do you need to do with your sales. On top of this, how do you strategize to continue such momentum throughout the remainder of the year (and into the next)?
In this post we’ve explored the effect of where sales acceleration is outside Black Friday/Cyber Monday through New Years. It’s important to reinforce what we’ve seen at SalesSherpaGPS.com, that being an efficient sales leadership will achieve a greater increase in sales acceleration for the long term (Just not Black Friday/Cyber Monday through New Years). The effects on Sales Leadership, Sales Acceleration, and as a B2B Lead Generator can be tremendous on a companies bottom line.