3 Effective Sales Tactics for Small B2B Businesses to Capture the Attention of Large Organisations

25 April 2023


As a small B2B business, getting the attention of a large organisation can be challenging. However, you can break through the noise with the right sales tactics and capture their interest. In this article, we’ll explore some fun and engaging sales tactics that can help your small B2B business gain the attention of a large organisation.

1. Personalisation is Key

Personalisation is one of the most effective sales tactics for a small B2B business looking to get the attention of a large organisation. By personalising your approach, you demonstrate that you have taken the time to understand their needs, pain points, and challenges. Here are some strategies to implement:

  • Conduct thorough research on the organisation and its industry to tailor your approach accordingly.
  • Use personalised language that resonates with the organisation’s values.
  • Leverage the power of video to create personalised messages that showcase your product or service, introduce yourself and your team, and demonstrate your expertise. Share these videos via email, social media, or your LinkedIn profile.

2. Highlight the Value Proposition

When selling to a large organisation, it’s essential to emphasize the value proposition of your product or service. Your value proposition should clearly demonstrate how you can solve their problems. Consider the following tactics:

  • Offer a free trial or demo tailored to the organisation’s needs. This allows them to experience your product or service firsthand without any commitment.
  • Utilise social proof by including testimonials, case studies, and customer success stories in your sales pitch. This demonstrates that other organisations have benefited from your offerings.

3. Build Relationships

Building relationships is crucial in B2B sales, especially when targeting large organisations. Establishing trust and credibility can help you navigate the longer sales cycles often associated with larger clients. Here are a couple of relationship-building strategies:

  • Network by attending industry events, joining relevant LinkedIn groups, and connecting with prospects on social media. Engage with them by sharing valuable content, commenting on their posts, and providing insights.
  • Provide value to your prospects by offering insights and information to improve their business. This could be through whitepapers, blog posts, or industry reports. You can build trust with your prospects by demonstrating your expertise and providing value.

Gaining the attention of a large organisation can be challenging but not impossible, as you can break through the noise and capture the attention of your prospects. Remember, B2B sales are about providing value, so ensure your sales pitch addresses the organisation’s needs and pain points. By implementing these effective sales tactics, you’ll be on your way to closing deals with large organisations in no time!

Siobhan Mulvahil

Meet Siobhan

I have worked in marketing for over 20 years and have been a freelance consultant for almost 15 years. I have a BA in Media, Graduate Certificate in Business, Certificate in Digital Marketing, and I am a Certified Marketer with the Australian Marketing Institute (AMI).

I launched my first marketing agency long before the onset of digital marketing. Facebook was only for personal use, and internet was painfully slow.

Some things that haven’t changed with marketing:

  • Establishing your marketing foundations and research how your business needs to be marketed.
  • Consistency across all customer touchpoints.
  • A holistic marketing strategy that focuses on supporting your sales pipeline!

Although marketing is my first love, coffee definitely comes a close second.