{"id":3736,"date":"2023-09-19T18:41:44","date_gmt":"2023-09-19T18:41:44","guid":{"rendered":"https:\/\/solutionsreview.com\/marketing-automation\/?p=3736"},"modified":"2023-09-22T21:37:02","modified_gmt":"2023-09-22T21:37:02","slug":"stand-out-from-the-digital-crowd-effective-b2b-calling-and-texting-strategies","status":"publish","type":"post","link":"https:\/\/solutionsreview.com\/marketing-automation\/stand-out-from-the-digital-crowd-effective-b2b-calling-and-texting-strategies\/","title":{"rendered":"Stand Out From the Digital Crowd: Effective B2B Calling and Texting Strategies"},"content":{"rendered":"

\"Stand<\/p>\n

As part of Solutions Review’s Contributed Content Series<\/a>\u2014a collection of articles written by industry thought leaders in maturing software categories\u2014<\/span><\/span>Sean Evers, the VP of Sales at Pipedrive<\/a><\/strong>, explains how B2B calling and texting strategies can help your brand stand out from the competition.<\/strong><\/em><\/p>\n

In the age of digital transformation, it may be tempting for B2B sales teams to focus solely on digital channels like email, social media, and messaging platforms. However, while these channels are undeniably important, calls and texts should not be neglected or considered pass\u00e9. <\/span>Studies show<\/span><\/a> that many B2B buyers prefer more traditional communication, like calls and texts, for specific interactions. When used strategically, calls and texts remain invaluable in moving B2B deals forward.<\/span><\/p>\n

The Personal Touch of Live Interaction<\/b><\/h3>\n

The art of sales today means engaging customers through real-time, personalized conversations\u2014whether through a text, phone call, or a quick and casual email. However, email can lack the nuance of tone and rapport building that a live interaction would provide. This aligns with broader trends that <\/span>consumers prefer<\/span><\/a> texting or calling (direct forms of outreach) from businesses over email’s asynchronous, impersonal nature.<\/span>\u00a0<\/span><\/p>\n

Texting enables casual check-ins that build contact, and phone calls facilitate more in-depth dialogue, allowing for verbal cues to support the conversation. Together, these channels allow salespeople to tailor conversations<\/a> and understand customer needs better than broad email blasts. As technology expands possibilities for individualized interactions, sales teams embracing thoughtful communication across all digital channels will succeed. The human touch still matters, and real-time communication channels allow that personalization at scale.\u00a0<\/span><\/p>\n

Delivering Relevant Value, Not Noise<\/b><\/h3>\n

While B2B calling and texting allow for more personalized outreach to potential B2B customers, sales teams must be thoughtful to avoid missteps. For example, cold calling or texting risks intruding on prospects’ busy schedules, and salespeople must respect boundaries and preferences, as some prospects may not appreciate unsolicited contact. Gatekeepers like receptionists and spam filters present obstacles in reaching decision-makers directly, so teams must establish legitimacy and trust quickly on the phone or in a text to demonstrate value. Finding the right contact frequency and timing outreach to not annoy prospects remains an art. The key is ultimately conveying relevance, not adding to noise. With good intention, care, and strategy, texting and calling enable sales teams to cut through the chaos to deliver personalized messages.\u00a0<\/span><\/p>\n

B2B calling and texting strategies differ by stage and interaction in the sales process. Here are some best practices to keep in mind:<\/span><\/p>\n